Sr Sales Manager, DOW US Army Sales Team

Amazon Web Services (AWS); Arlington (VA); On-site; USD 187,000 - 253,000; Full time

Job summary

Amazon Web Services (AWS) seeks a Sr Sales Manager to lead a team engaging US Army customers, driving cloud-based modernization and strategic partnerships. You will work with AWS sales, BD and solutions architecture to deliver transformative cloud capabilities to the Army.

You will develop a high-performing team, define GTM plans, and drive a robust pipeline with ISVs and SIs while maintaining a TS/SCI clearance.

Qualifications

• Active TS/SCI security clearance.
• Experience developing detailed go-to-market plans.
• 9+ years in sales or account management supporting the DOW with proven results.
• Ability to engage and influence senior government executives.

Responsibilities

• Lead US Army team strategy and execution.
• Engage with US Army senior leaders on IT modernization.
• Define and execute strategic market development plan for your customer base.
• Define and size the total addressable opportunity across the US Army space; engage key customers, ISVs, and SIs.
• Build and support the business development pipeline by engaging with key prospects and industry partners.

Skills

Security clearance

Go-to-market planning

Sales leadership

Executive engagement

Education

BA/BS degree (MBA preferred)

Job description

Are you passionate about the intersection of cloud computing, satellite communications, generative AI, and edge computing for the United States Army? Do you have a deep understanding of the Army mission and the ability to communicate complex technical and strategic concepts to the most senior leaders across the defense enterprise? If so, Amazon Web Services (AWS) wants to talk to you.

AWS is seeking Sr Sales Manager to lead a team engaging with US Army customers at all levels. At AWS, customer obsession is in our DNA. The successful candidate will serve as a trusted advisor to our customers, partnering with AWS sales, business development, and solutions architecture teams to deliver transformative cloud capabilities to the Army. The right candidate must possess top of the line leadership skills with the ability to execute on key business initiatives. The role will require working with the overall ecosystem to help secure lighthouse customers, drive top-line revenue for new services, and develop strategic partnerships. This is an exciting opportunity to drive the go-to-market definition and execution of AWS's DOW strategy.

This Sr Sales Manager role, will include driving strategic workloads to deepen business and technical relationships with customers and partners. You will invest your time in developing the high-performing team of sales experts and build mechanisms to enable the field organization to drive the day-to-day interactions that identify prospects for long-term business opportunities supporting the US Army.

This position requires that the candidate selected be a US Citizen and currently possess and maintain an active TS/SCI security clearance.

Key job responsibilities

• Serve as a key sales leader and member of the leadership team for the US Army team driving overall AWS strategy and execution within your team of sales experts.
• Engage directly with US Army senior leaders on internal and external IT modernization strategies
• Define and execute a strategic market development plan for your customer base, that identifies cross-organizational opportunities in partnership with key internal stakeholders (e.g., sales teams, service teams, marketing, partner team, legal, support)
• Define and size the total addressable opportunity across the US Army customer space; identify and engage key customers, Independent Software Vendors (ISVs), and System Integrators (SIs)
• Build and support the business development pipeline by engaging with key prospects and industry partners

Product offerings

• Present business reviews to AWS senior management regarding progress, roadblocks, and strategic recommendations for expanding market reach
• Manage a high volume of engagements and customer interactions in the fast-paced cloud computing market
• Manage a full team of account executives, managing opportunities effectively throughout the sales cycle and practicing good pipeline hygiene. You will be expected to plan and allocate for the best use of team resources in order to meet goals and quotas.

About The Team

The AWS US Army team is strategically positioned to deliver cloud-enabled AI, autonomy, contested logistics, and other mission capabilities to the entirety of the Army. We work at the forefront of national security modernization, partnering with senior defense leaders to accelerate the adoption of advanced technologies that strengthen our nation's defense posture.

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.

Basic Qualifications

• Current, active TS/SCI US Government Security Clearance
• Experience developing detailed go to market plans
• 9+ years of Sales or account management experience supporting the DOW with a proven ability to deliver results
• Demonstrated ability to engage and influence senior government executives (SES/Flag Officer level)

Preferred Qualifications

• Experience in a procurement organization performing vendor management, contract management, negotiating complex purchases, and bidding
• BA or BS degree in a related field (MBA preferred)
• Experience and track record of exceeding sales goals
• Knowledge of cloud computing, IT infrastructure, and different programming languages
• Established relationships within the DOW and Intelligence Community

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.

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Amazon Web Services, Inc.