Sr. Mgr. Global Partner Account Management, Global Defense Partners

Amazon Web Services (AWS) is the leading cloud provider providing virtualized infrastructure storage networking messaging and many other services to customers all over the world. AWS runs a globally distributed environment operating at massive levels of scale. Businesses educational institutions and governments depend on AWS for secure cloud services and solutions.

As an Senior Manager for Global Defense Partners (GDP) you will have the exciting opportunity to deliver on our strategy to build mind share of Amazon Web Services in WWPS public sector to grow adoption of cloud-based the role you will establish and maintain C-level sales and product relationships with a set of strategic Defense Industrial Base Partners (DIB). By establishing and growing business and technical relationships and managing the day-to-day interactions with these accounts you will be responsible for driving top line revenue growth and overall market adoption.
The ideal candidate will possess both a business background that enables them to engage at the CXO level as well as a sales background that enables them to easily interact with enterprise customers and sales executives. He/she should also have a demonstrated ability to think strategically about business product and technical challenges with the ability to build and convey compelling value propositions. The position also requires a strong technical acumen along with working knowledge of defense partners and global lines of business and enterprise organizations


This position requires that the candidate selected be a US Citizen and obtain and maintain an active TS/SCI security clearance.

Key job responsibilities
Key job responsibilities
- Establish a business development plan for a territory of DIB customers with the goal of growing their adoption and usage of AWS. This includes developing detailed account plans to track revenue growth and mission outcomes.
- Execute this plan while working with key internal stakeholders (e.g. direct teams pricing PR legal enablement etc.).
- Set and manage revenue targets working with key stakeholders both internally and externally.
- Build deep relationships with the DIB Partners managing the relationship at a global level fully understand their business and mission priorities.
- Drive business development initiatives with your Partner to help them adopt AWS for key solutions and ensure that AWS is their preferred platform.
- Provide technical and architectural resources to assist in the adoption of AWS and their delivery of capabilities to market.
- Manage the team to build and close a pipeline of business against stated financial targets.
- Understand the technical requirements of your partners enterprise and mission outcomes working closely with the internal development team to guide the direction of our product offerings.
- Prepare and give business reviews to the senior management team.
- Manage complex contract negotiations and serve as a liaison to the legal group.

About the team
About the team
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 hasnt followed a traditional path or includes alternative experiences dont let it stop you from applying.

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- Bachelors degree in a relevant field or equivalent work experience
- 7 years of technical/IT related sales with medium to large software vendors/customers experience
- 10 years of management experience
- Experience working with technology customers such as software providers
- - Experience with cloud computing technologies

- Experience working with and presenting to C-level executives IT and lines of businesses across organizations or equivalent
- Experience in cross functional selling (architect sales engineer professional services partner and ISV)
- AWS Cloud Practitioner certification
- 10 years of technology related sales business development or equivalent experience
- - 10 years of experience with identifying developing negotiating and closing large-scale technology projects with enterprise accounts
- - 10 years of experience creating and implementing long-term transformational account strategies in a customer-facing role
- - Demonstrated ability to work across cross functional teams to deliver large complex IT solutions.
- - Effective written and oral communication with multiple levels of leadership involving both business and technical sides of the business
- - 2 years working with/in the public sector optimally engaging with federal or state & local government agencies

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.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments restricted stock units (RSUs) and sales incentives. Final compensation will be determined based on factors including experience qualifications and location. Amazon also offers comprehensive benefits including health insurance (medical dental vision prescription Basic Life & AD&D insurance and option for Supplemental life plans EAP Mental Health Support Medical Advice Line Flexible Spending Accounts Adoption and Surrogacy Reimbursement coverage) 401(k) matching paid time off and parental leave. Learn more about our benefits at VA Arlington - 187000.00 - 252900.00 USD annually