Senior Account Executive, Sovereign Defence Industry, Australia, ANZ Public Sector

Amazon Web Services (AWS) is seeking a Senior Account Executive to drive growth across Australias sovereign Defence Industrial Base (DIB). Reporting into the Head of Defence you will own and develop a portfolio spanning defence technology start-ups scale-ups and small-to-medium enterprises (SMEs) that are building the sovereign capabilities Australia needs to deliver on the objectives of theNational Defence Strategy 2024and theDefence Industry Development Strategy.

This is not a generalist cloud sales role. You will operate at the intersection of national security policy defence acquisition and technology innovation helping Australian-owned companies accelerate their contribution to a resilient capable and sovereign industrial base

Applicants must be Australian citizens and must hold or be able to attain an Australian Government Security Vetting Agency clearance (see

In this role you can expect to travel interstate up to 50% of the time.

We are looking for someone who brings genuine domain credibility earned through service industry or deep engagement with Australias defence community and combines it with the commercial acumen to build a high-growth business from the ground up.

Key job responsibilities
- Own the end-to-end strategy to grow AWS revenue across the sovereign DIB segment - from territory planning and pipeline generation through to close
- Identify qualify and develop opportunities with defence tech start-ups SMEs and primes sovereign supply chains that are building capability aligned to Australias Integrated Investment Program and National Defence priorities
- Develop segment-specific go-to-market plays that address the unique needs of early-stage defence innovators as well as established SMEs scaling production
- Build genuine trust-based relationships with senior stakeholders across defence and defence industry acting as a credible advisor who understands their mission and operational challenges
- Work collaboratively with Solutions Architects Technical Account Managers Professional Services and Partner teams to design solutions that address real customer problems
- Translate complex customer challenges into clear compelling value propositions that demonstrate how AWS can support mission outcomes
- Navigate government and defence procurement frameworks including single seller arrangements panel arrangements and standing offers
- Represent AWS at defence and national security industry events customer meetings and partner forums
- Stay across trends in the defence and national security space including cybersecurity data sovereignty secure cloud and emerging technologies
- Meet or exceed annual revenue targets

About the team
Diverse Experiences
AWS values diverse experiences. Even if you dont meet all of the qualifications listed below we encourage you to apply. If your career hasnt followed a traditional path or includes non-linear experiences thats something we value dont let it stop you from applying.

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Work/Life Balance
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- 7 years of technology related sales business development or equivalent experience
- Experience in management of large complex enterprise accounts or equivalent
- Experience and track record of exceeding sales goals
- Experience with government procurement and contracting process
- Demonstrated experience working within or alongside Australias defence or national security sector
- Experience building and maintaining relationships with senior government or defence stakeholders

- Bachelors degree or equivalent
- Experience selling cloud solutions at a software company or equivalent
- 5 years working directly with government officials defence leadership or regulatory bodies
- Knowledge of AWS infrastructure and cloud services

Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.

IDE statement:
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 for more information. If the country/region youre applying in isnt listed please contact your Recruiting Partner.