Strategic Cloud Sales Exec — USAF Focus

Amazon; Arlington (VA); On-site; USD 143,000 - 193,000; Full time

Benefits offered by this job

Health insurance

401(k) matching

Paid time off

Parental leave

Job summary

Amazon is seeking an Account Executive for the USAF portfolio in the Arlington area to own and grow multi-year cloud transformation initiatives. You will shape strategy, build senior-level relationships, and close high-value opportunities across infrastructure modernization and mission workloads.

You will lead cross-functional pursuit teams, align AWS solutions with DoD priorities, and advocate for the customer in product and engineering roadmaps. A Top Secret clearance is required.

Qualifications

• 10+ years of quota-carrying technology sales experience.
• 7+ years of direct sales experience with the US Air Force.
• 10+ years of demonstrated success meeting or exceeding revenue targets.
• 7+ years working with Federal Systems Integrators and channel partners supporting the USAF/DoD.
• 5+ years of experience with cloud computing fundamentals, with sufficient technical depth to differentiate between cloud providers.
• Current, active US Government Security Clearance of Top Secret or above.
• Bachelor's degree or equivalent professional experience.

Responsibilities

• Own the number. Develop and execute an account strategy that drives revenue growth across the USAF portfolio — from infrastructure modernization to advanced mission workloads.
• Build executive relationships. Earn trust with senior military leaders, SES civilians, program managers, and contracting officers through deep knowledge of their mission, priorities, and challenges.
• Hunt and close. Identify, qualify, and pursue high-value opportunities at pace. Maintain a robust pipeline and consistently exceed quota.
• Lead pursuit teams. Orchestrate cross-functional teams of Solutions Architects, Technical Account Managers, Partner Development Managers, and Delivery specialists on complex, multi-stakeholder engagements.
• Navigate the ecosystem. Work with Federal Systems Integrators, ISVs, and solution providers to create joint value propositions and go-to-market motions that accelerate USAF adoption.
• Think big. Translate the Air Force's strategic priorities — JADC2, digital engineering, AI/ML, zero trust, hybrid edge computing — into compelling AWS solutions and business cases.
• Be the customer's advocate. Bring the voice of the USAF back to AWS product and engineering teams to influence roadmap and service development.

Skills

Quota-carrying sales

US Air Force sales

Revenue targets

Federal Systems Integrators

Cloud computing fundamentals

Active Top Secret clearance

Bachelor's degree or equivalent

Education

Bachelor's degree or equivalent

Job description

Amazon is seeking an Account Executive for the USAF portfolio in the Arlington area to own and grow multi-year cloud transformation initiatives. You will shape strategy, build senior-level relationships, and close high-value opportunities across infrastructure modernization and mission workloads.

You will lead cross-functional pursuit teams, align AWS solutions with DoD priorities, and advocate for the customer in product and engineering roadmaps. A Top Secret clearance is required.