Sr. Account Manager - DHS, Federal Civilian Team

Amazon Web Services (AWS); Herndon (VA); On-site; USD 143,000 - 193,000; Full time

Job summary

Amazon Web Services, Inc. is seeking a self-starter to lead revenue generation in the Federal Civilian business.

The role focuses on increasing awareness and adoption of AWS among Department of Homeland Security mission owners, technical leaders, and a partner network. You will develop and manage a growing customer base across DHS, driving business and technical relationships and shaping go-to-market strategies with stakeholders including Technical Sales, Legal, Marketing, Product, Contracts,

Qualifications

• 5+ years of technology sales with enterprise software, networking, cloud or related capabilities.
• BA or BS degree in a related field; MBA preferred.
• Experience managing large, complex enterprise accounts or equivalent.
• 10+ years of enterprise commercial sales experience.
• Strong verbal and written communication skills.

Responsibilities

• Set a strategic sales plan aligned with AWS priorities and customer mission goals.
• Drive revenue and market share in a defined territory.
• Maintain an accurate pipeline and forecast of opportunities.
• Identify prospects, partners, and channels with clear value propositions.
• Serve as a key member of the AWS Public Sector team to drive adoption of AWS strategy.
• Understand technical requirements and certifications for the public sector to enable mission delivery.
• Prepare and deliver business reviews to senior management on quarterly strategies.
• Manage complex contract negotiations and liaise with Legal.
• Travel limited to moderate levels.

Skills

Enterprise sales

C-level engagement

Account management

Public sector knowledge

Verbal & written communication

Education

BA/BS degree (MBA preferred)

Tools

CRM

Job description

Description

Amazon Web Services (AWS) is seeking a self‑starter to lead and own revenue generation in the Federal Civilian business. This role requires a cross‑functional leader focused on increasing awareness and adoption of AWS by engaging with Department of Homeland Security mission owners, technical leaders and a partner network of solution providers who are reinventing their IT strategy by adopting and delivering cloud computing solutions.

Description

Amazon Web Services (AWS) is seeking a self‑starter to lead and own revenue generation in the Federal Civilian business. This role requires a cross‑functional leader focused on increasing awareness and adoption of AWS by engaging with Department of Homeland Security mission owners, technical leaders and a partner network of solution providers who are reinventing their IT strategy by adopting and delivering cloud computing solutions.
As an Account Manager within AWS you will have the exciting opportunity to help drive the growth and shape the future of an emerging technology. Your broad responsibilities will include developing and managing a growing customer base across the Department of Homeland Security. You will drive business and technical relationships and help customers accelerate mission outcomes by helping to define, identify, and pursue key cloud related opportunities. This includes determining the most effective go‑to‑market strategies, and collaborating with Technical Sales, Legal, Marketing, Product, Contracts and Executive leadership along the way.
You will establish deep business and technical relationships through your knowledge of the customer's mission and the environment. You will have day‑to‑day interactions with these agencies and our partner network (SIs and ISVs) that support these customers. The ideal candidate will possess a business background that enables them to drive an engagement at the CXO and mission‑owner level. You should also have a demonstrated ability to think strategically about the mission, product, and technical challenges, with the ability to build and convey compelling value propositions that connect technology to mission outcomes.
This position requires that the candidate selected be a US Citizen.
Key job responsibilities

Role And Responsibilities

Set a strategic sales plan for your target markets in line with the AWS strategic direction and customer mission priorities.
Drive revenue and market share in a defined territory.
Maintain an accurate and robust pipeline and forecast of business opportunities.
Identify specific prospects, partners, and channels to approach while communicating the specific value proposition for their mission and use case.
Serve as a key member of the AWS Public Sector team in helping to drive adoption of the overall AWS market and technical strategy.
Understand the technical considerations and certifications specific to the public sector and how they enable mission delivery.
Develop and manage the sales pipeline by engaging with prospects, partner network, and key customers across mission and technical stakeholders.
Work closely with the customer base to ensure they are successful leveraging cloud services to advance their mission, making sure they have the technical resources required.
Understand the technical requirements of your customers and work closely with the internal development team to guide the direction of our product offerings for developers.
Prepare and deliver business reviews to the senior management team regarding quarterly and yearly strategies to align with revenue growth expectations.
Manage complex contract negotiations and liaison with the legal group.
Accelerate customer adoption and mission success.
Limited to moderate travel required.

About The Team

Why AWS?
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Inclusive Team Culture
AWS values curiosity and connection. Our employee‑led and company‑sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.
Mentorship & Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge‑sharing, mentorship and other career‑advancing resources here to help you develop into a better‑rounded professional.
Work/Life Balance
We value work‑life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve.

Basic Qualifications

• 5+ years of technology sales selling enterprise software, networking, infrastructure, managed hosting services, or cloud computing services experience
• BA or BS degree in a related field (MBA preferred)
• Experience in management of large, complex enterprise accounts or equivalent
• 10+ years of enterprise commercial sales experience
• Can show strong verbal and written communication skills

Preferred Qualifications

• 4+ years of exceeding quota and key performance metrics experience
• Experience in direct sales or business development in software, cloud or SaaS markets selling to C‑level executives
• Experience working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

The base salary range for this position is listed below. Your Amazon package will include sign‑on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, VA, Arlington - 142,800.00 - 193,200.00 USD annually
USA, VA, Herndon - 142,800.00 - 193,200.00 USD annually

Company

Amazon Web Services, Inc.

Job ID: A10493123