Sr. Account Manager, Federal Civilian Team

Amazon Inc.; Herndon (VA); On-site; USD 120,000 - 190,000; Full time

Job summary

Amazon Web Services (AWS) is seeking an Account Manager to lead revenue generation in the Federal Civilian sector. You will build deep business and technical relationships with mission owners, partner networks, and AWS leadership to drive cloud adoption and mission outcomes across agencies.

The role requires strategic thinking, CXO-level engagement, and the ability to translate technical capabilities into mission value. Occasional travel is expected as part of the customer engagement strategy.

Qualifications

• Experience selling to federal government agencies.
• Ability to develop and execute strategic sales plans aligned to mission priorities.
• Demonstrated capability to engage CXO-level and mission-owner stakeholders.

Responsibilities

• Set a strategic sales plan for Federal Civilian markets.
• Drive revenue and market share in a defined territory.
• Maintain an accurate pipeline and forecast of opportunities.
• Identify prospects, partners, and channels and articulate value propositions.
• Manage complex contract negotiations with customers and partners.
• Accelerate customer adoption of cloud solutions.

Skills

Strategic sales planning

Pipeline management

Executive relationship building

Partner ecosystem engagement

Federal government engagement

Job 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 within Federal Civilian 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 Federal Civilian. 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.

Key job 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 aligned with revenue growth expectations.
• Manage complex contract negotiations
• Accelerate customer adoption
• Limited to moderate travel required.

About the team

Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have twelve employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. We have innovative benefit offerings, and host annual and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (diversity) conferences. Amazon’s culture of inclusion is reinforced within our 14 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.

Diverse Experiences

AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

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.