Sr. Partner Account Manager, US Federal Partners, Aerospace and Defense

Description

As a Senior Partner Account Manager, you will build and maintain strategic relationships with AWS partners serving federal aerospace and defense customers. In this role, you'll drive business growth by understanding partner mission requirements and aligning AWS solutions to meet their needs. You will engage with both executive leadership and technical teams, providing guidance on AWS cloud solutions and implementation strategies. Success in this position requires strong business acumen combined with technical expertise in cloud computing, allowing you to navigate both strategic and technical conversations effectively. The ideal candidate will demonstrate experience in the federal aerospace/defense sector, possess excellent communication skills at all levels, and have a proven track record of managing complex partner relationships. This role combines business development with technical advisory responsibilities, requiring both strategic vision and hands-on cloud expertise to support mission-critical government projects.

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

Key job responsibilities
- Serve as a key member of the AWS public sector partner team in helping to drive overall AWS market and technical strategy.
- Own relationships with a large public sector Aerospace and Defense partner account.
- Work collaboratively to develop and advance relationships to grow AWS revenue through assigned partners.
- Maintain an accurate and robust pipeline and forecast of business opportunities.
- Understand and navigate public sector contracting vehicles and procedures.
- Develop a strategic sales plan, ensuring alignment with AWS strategic direction.
- Understand the technical considerations and certifications specific to the public sector.
- Execute the strategic sales and business development plan while working with key internal stakeholders.
- Identify specific prospects/partners/channels to approach while communicating the specific value for their use case.
- Work closely with the AWS sales, product and technical teams to foster joint pursuits.
- Understand the technical requirements of our customers and work closely with the internal development team to guide direction of our product offerings for developers.
- Prepare and deliver business reviews to the senior management team regarding progress and roadblocks.
- Manage complex contract negotiations, including government contracting, and liaison with the legal group.

A day in the life
In a typical day as a Senior Partner Account Manager, you'll navigate between strategic and technical responsibilities supporting AWS partners in the aerospace and defense sector. Your morning might start with technical reviews of partner cloud architectures, followed by executive presentations on AWS capabilities for defense initiatives. Throughout the day, you'll field technical questions, coordinate with AWS solution architects, and identify new business opportunities within your partner portfolio. The role demands a balance of relationship building, technical problem-solving, and strategic planning to ensure partners effectively serve their federal customers.

About the team
The team you will be working with is a hand-picked team of talented individuals with varying backgrounds in DoD, Intelligence, IT operations and product management.

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

- 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
- 10+ years of business development, partner development, sales or alliances management experience
- Current, active US Government Security Clearance of Top Secret or above

Preferred Qualifications

- 5+ years of building profitable partner ecosystems experience
- Experience developing detailed go to market plans
- Experience in business development, partner development, sales or alliances management
- Experience positioning and selling technology to new customers and new market segments
- Experience identifying, developing, negotiating, and closing large-scale technology deals

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.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $128,600/year in our lowest geographic market up to $212,600/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.