USAF Cloud Transformation Account Executive

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

Job summary

Amazon Web Services, Inc. is seeking an Account Executive for the USAF team to own and grow a strategic portfolio within one of the world's most consequential defense accounts.

You will shape strategy, build relationships with senior leaders, and close high-value opportunities that modernize USAF IT in the cloud. You will lead multi-disciplinary teams, navigate federal procurement, and translate strategic priorities into concrete AWS solutions while maintaining a strong, auditable pipeline and

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.

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 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 with a robust pipeline.
• Lead pursuit teams. Orchestrate cross-functional teams of Solutions Architects, Technical Account Managers, Partner Development Managers, and Delivery specialists on complex engagements.
• Navigate the ecosystem. Work with Federal Systems Integrators, ISVs, and solution providers to create joint value propositions and go-to-market motions.
• Think big. Translate the Air Force's priorities — JADC2, AI/ML, zero trust, hybrid edge computing — into 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

Security clearance

Bachelor's degree

Education

Bachelor's degree

Tools

AWS services familiarity

Job description

Amazon Web Services, Inc. is seeking an Account Executive for the USAF team to own and grow a strategic portfolio within one of the world's most consequential defense accounts.

You will shape strategy, build relationships with senior leaders, and close high-value opportunities that modernize USAF IT in the cloud. You will lead multi-disciplinary teams, navigate federal procurement, and translate strategic priorities into concrete AWS solutions while maintaining a strong, auditable pipeline and