Senior Account Manager Department of Defense - Air Force

Amazon Web Services is seeking a senior technology sales leader to support our Department of the Air Force (DAF) and Special Access Program customers.

In this role you will have the exciting opportunity to help drive the growth and shape the future for emerging technologies within the Department of the Air Force. Your responsibilities will include prospecting and closing netnew business as well as managing an existing portfolio of customers. The focus for this role is driving revenue adoption and market penetration in the DAF. This includes developing overall business and gotomarket strategies collaborating across AWS and engaging with customers and industry partners to influence and accelerate adoption.

The role requires a professional who is experienced in sales opportunity management business development and capture activities for emerging technology programs in the Department of Defense (DoD). The ideal candidate will have 1 expertise operating in entrepreneurial and highly matrixed environments 2 the ability to translate customer requirements into technology solutions and 3 past performance implementing and growing technology within DAF programs. Candidates should have an understanding of the respective DoD infrastructures policies and operational performance requirements.

This position requires that the candidate selected be a U.S. citizen and must currently possess an active Top Secret security clearance. The position further requires that after start the selected candidate obtain and maintain an active TS/SCI security clearance and satisfy other security related requirements to support Special Access Programs.


Key job responsibilities
Drive revenue and market share in a defined region
Accelerate customer adoption and customer satisfaction
Maintain a robust sales pipeline
Work with partners to extend reach & drive adoption
Manage contract negotiations
Develop longterm strategic relationships with key accounts
Meet regularly with DAF and/or DoD leaders and mission owners to understand their mission requirements.


About the team
Diverse Experiences
Amazon values diverse experiences. Aside from some relevant business contract experience and clearances which are baseline requirements 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 hasnt followed a traditional path or includes alternative experiences dont let it stop you from applying.
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7 years of direct sales or business development in software cloud or SaaS markets selling to Clevel executives experience
10 years of business development partner development sales or alliances management experience
Previous experience supporting Special Access Programs on behalf of the Government or a DoD industry partner

5 years of building profitable partner ecosystems experience
Experience developing detailed go to market plans
Previous experience supporting the Rapid Capabilities Office

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race national origin gender gender identity sexual orientation protected veteran status disability age 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.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $128600/year in our lowest geographic market up to $212600/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on jobrelated 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 signon 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 This position will remain posted until filled. Applicants should apply via our internal or external career site.