Principal Account Manager – NATO, AWS Global Defence

Would you like to be part of an enterprise sales team focused on increasing adoption of Amazon Web Services (AWS) in Worldwide Public Sector Do you have the business savvy public sector experience passion for mission and technical background necessary to continue to support NATO in their adoption and use of AWS as a key technology platform

As a Principal Account Manager to NATO you will have an exciting opportunity to drive the growth and shape the future of emerging technologies in one of our most critical business segments. Your broad responsibilities will include developing and managing a growing customer as they serve critical missions directly in NATO and across the member country 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 and executing on the most effective go-to-market strategies and collaborating with the AWS partner legal marketing product contracts and executive leadership teams along the way.

The ideal candidate will be a self-starter adaptable articulate driven and passionate about their work. You 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.

With AWS our customers benefit from the fastest pace of innovation the broadest and deepest functionality the most secure and trusted cloud technology and the most proven cloud operational this role you will have the opportunity to shape and own some of the biggest challenges faced by NATO and our global Defence customers and partners.

This position requires that the candidate selected be a citizen and of a NATO member nation and possesses (preferable) or be able to attain NATO Security Clearance.

AWS Global Sales drives adoption of the AWS cloud worldwide enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service unmatched technology and consistent support. We dive deep to understand each customers unique challenges then craft innovative solutions that accelerate their success. This customer-first approach is how we built the worlds most adopted cloud. Join us and help us grow.

Key job responsibilities
Develop and execute against a comprehensive international territory plan leading to the creation and maintenance of sales pipeline through engaging with prospects partners and key customers.

Prepare and deliver business reviews to the senior management team regarding quarterly and yearly strategies to align with revenue growth expectations.

Build and maintain strong long-lasting client relationships based on delivering exceptional customer experiences.

Create & articulate compelling value propositions for adoption of AWS technologies and partner solutions across the National Security and Defence segment.

Work with business leaders from product groups to explore market data to identify trends/opportunities utilizes extensive relationships within industry to gather market intelligence and executes on business development opportunities.

Assist global customers in identifying use cases for priority adoption of AWS services as well as best practice implementations aligned to policy and regulation.

Understand the requirements of your customers and work closely with the internal technical and partners teams to guide the direction of our solutions.


About the team
About AWS

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- Ability to effectively lead and work with a variety of organizations management levels cultures and personalities.
- Exceptional interpersonal and communication (both written and verbal) skills. Experience communicating with both technical and non-technical stakeholders across multiple teams.
- Account management or business development experience in the Global Defence IT industry working with and presenting to C-level executives preferably with Cloud computing sales experience.
- Demonstrated success in identifying developing negotiating and closing large-scale technology projects both directly and working with consulting and technology partners.
- A citizen of a NATO member state with a proven track record of taking ownership and driving results

- A technical or educational background in engineering computer science
- Excellent problem-solving skills. Adept at simplifying complexity and developing strategic propositions.
- Ability to manage portfolio of cross-functional programs and projects - work prioritization planning collaboration and management.
- Multi-lingual would be an asset but not essential.

Amazon is an equal opportunities employer. We believe passionately that employing a diverse workforce is central to our success. We make recruiting decisions based on your experience and skills. We value your passion to discover invent simplify and build. Protecting your privacy and the security of your data is a longstanding top priority for Amazon. Please consult our Privacy Notice ( to know more about how we collect use and transfer the personal data of our candidates.

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