Tech BD Account Manager, DOW USAF Sales Team

Amazon Inc.; Arlington (VA); On-site; USD 176,000 - 238,000; Full time

Job summary

Amazon Web Services, Inc. seeks a Strategic Business Development Account Manager to lead engagement with the U.S. Air Force, guiding strategy with AWS sales, BD, and solutions architecture teams to deliver cloud capabilities.

You will work with Federal Executives to accelerate modernization, shape product roadmaps, and expand cloud adoption across the Air Force. A TS/SCI clearance is required.

Qualifications

• 7+ years of professional or military experience.
• 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience.
• Bachelor's degree.
• Current, active TS/SCI US Government Security Clearance.
• Demonstrated ability to engage and influence senior government executives (SES/Flag Officer level).
• Experience developing and executing strategic market development plans.

Responsibilities

• Lead engagement with the USAF and AWS leadership on strategy and execution.
• Define and size the total addressable opportunity across USAF.
• Build and manage the business development pipeline with key prospects and partners.
• Collaborate with sales, BD, and solutions architecture to deliver cloud capabilities.
• Present reviews to senior management on progress and roadblocks.

Skills

Strategic BD

Go-To-Market

Sales

Stakeholder management

Cloud computing

Education

Bachelor's degree

Job description

Tech BD Account Manager, DOW USAF Sales Team

Job ID: 10579085 | Amazon Web Services, Inc.

Are you passionate about the intersection of cloud computing, satellite communications, generative AI, and edge computing for the United States Air Force? Do you have a deep understanding of the Air Force 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 a Strategic Business Development Account Manager to lead engagement with the US Air Force. 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 Air Force. This role also offers the opportunity to shape AWS's product roadmap by driving new requirements and capabilities into our expansive portfolio of services.

This business development effort addresses a critical gap across the agency today, advising senior leaders on business and technical strategies that accelerate migration away from on-premises, hybrid, and private cloud environments. Supported by a world-class team of AWS Solutions Architects, service teams, and senior engineers, you will partner with Federal Executives to develop strategies that enhance US Air Force capabilities, accelerate modernization, and promote cloud-native solutions across the US Air Force.

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 advisor and member of the leadership team for the US Air Force Senior Sales Manager, driving overall AWS strategy and execution within the Air Force.
• Engage directly with USAF CIO and senior leaders in the Air Force on internal and external IT modernization strategies
• Define and execute a strategic market development plan 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 USAF 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
• Understand the technical requirements of our customers and work closely with internal development teams to guide the direction of AWS 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

Basic Qualifications

- 7+ years of professional or military experience

- 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience

- Bachelor's degree

- Current, active TS/SCI US Government Security Clearance

- Demonstrated ability to engage and influence senior government executives (SES/Flag Officer level)

- Experience developing and executing strategic market development plans

Preferred Qualifications

- Experience with government procurement and contracting process

- MBA degree or above in related fields

- Experience and track record of exceeding sales goals

- Knowledge of cloud computing architectures, generative AI, satellite communications, and edge computing technologies

- Established relationships within the US Air Force

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 and restricted stock units (RSUs). 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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