Sr Account Manager DoD Navy DoD Sales Team

We are seeking a selfstarter to lead and own revenue growth in a division of one of AWSs largest government global segments. The role requires a team player with focus on increasing awareness and adoption of Amazon Web Services within the Navy & USMC community by engaging with internal stakeholders directly to reinvent their IT strategy and mode of mission delivery by adopting and delivering cloud computing solutions.

As an Account Manager within Amazon Web Services (AWS) you will have the exciting opportunity to drive the growth and shape the future of an emerging technology in one of our most critical business segments. Your broad responsibilities will include developing and managing a growing customer as they serve critical missions in the Department of Defense community. You will drive business and technical relationships and launch customers at a rapid rate by helping to define identify and pursue key cloud related opportunities. This includes determining the most effective gotomarket strategies and collaborating with the AWS partner legal marketing product contracts and executive leadership teams along the way.

You will establish deep business and technical relationships through your knowledge of the customers mission and the environment. You will have daytoday interactions within the larger account and with the community of partners that support the global account and its customers. The ideal candidate will possess a business background that enables them to drive an engagement at an executive level. You should also have a demonstrated ability to think strategically about the mission product and technical challenges with the ability to build and convey compelling value propositions.

Here at AWS we embrace our differences. We are committed to furthering our culture of inclusion. We have ten employeeled affinity groups reaching 40000 employees in over 190 chapters globally. We have innovative benefit offerings and host annual and ongoing learning experiences including our Conversations on Race and Ethnicity (CORE) and AmazeCon conferences. Amazons culture of inclusion is reinforced within our 16 Leadership Principles which remind team members to seek diverse perspectives learn and be curious and earn trust.

Our team puts a high value on worklife balance. It isnt about how many hours you spend at home or at work; its about the flow you establish that brings energy to both parts of your life. We believe striking the right balance between your personal and professional life is critical to lifelong happiness and fulfillment. We offer flexibility in working hours and encourage you to find your own balance between your work and personal lives.

Our team is dedicated to supporting new members. We have a broad mix of experience levels and tenures and were building an environment that celebrates knowledge sharing and mentorship. We care about your career growth and strive to assign projects based on what will help each team member develop into a betterrounded professional and enable them to take on more complex tasks in the future.

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

Key job responsibilities
Set a strategic sales plan for your target markets in line with the AWS strategic direction.
Drive revenue and market share within the global account business area.
Maintain an accurate and robust pipeline and forecast of business opportunities.
Identify specific prospects/partners/channels to approach while communicating the specific value proposition for their business and use case.
Serve as a key member of the AWS Public Sector team in helping to drive adoption of the overall AWS market and technical strategy.
Understand the technical considerations and certifications specific to the public sector.
Develop and manage the sales pipeline by engaging with prospects partners and key customers.
Work closely with the customer base to ensure they are successful using our web services making sure they have the technical resources required.
Understand the technical requirements of your customers and work closely with the internal development team to guide the direction of our product offerings for developers.
In coordination and collaboration with others on the global account teams prepare and deliver business reviews to the senior management team regarding quarterly and yearly strategies to align with revenue growth expectations.
Manage complex contract negotiations and liaison with the legal group.
Accelerate customer adoption and customer satisfaction

10 years of Information Technology quotacarrying sales experience
7 years selling to the USMC/Navy
10 years experience meeting and exceeding sales quota
7 years experience working with Federal Systems Integrators and Business Partners supporting the USMC/DON and DoD
5 years experience with the fundamentals of cloud computing with the ability to go deep enough on technical aspects to differentiate between Cloud providers
Current active US Government Security Clearance of Top Secret or above
Bachelors degree or equivalent experience
Meets/exceeds Amazons leadership principles requirements for this role
Meets/exceeds Amazons functional/technical depth and complexity


5 years managing direct product contracts
5 years working within the software development and cloud computing industry highly desired
Masters Degree and/or Computer Science or Math background highly desired



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