Senior Account Manager, National Security and Defence, Canada
About The Position
Amazon Web Services (AWS) is seeking an experienced Senior Account Manager to join its AWS Canadian Public Sector Team. This role focuses on owning and growing strategic customer relationships within Canada's National Security and Defence (NSD) sector, specifically targeting the Department of National Defence (DND), the Canadian Armed Forces (CAF), and the Defence Industrial Base (DIB). The Senior Account Manager will define long-term account strategy, operate independently in a complex environment, and influence both internal AWS teams and external defence stakeholders to accelerate mission-critical cloud adoption. The role involves working at the intersection of national security transformation and cloud innovation, positioning AWS as the provider of choice for mission-based workloads in areas like artificial intelligence, advanced cyber and space-based capabilities, and quantum technologies. This position requires deep domain expertise in Canadian defence policy and procurement, the ability to navigate classified environments, and the strategic acumen to shape multi-year account plans aligned with Canada's evolving defence priorities.
Requirements
- Experience with government procurement and contracting process
- Experience in management of large, complex enterprise accounts or equivalent
- 6+ years of sales or account management experience
- Experience creating and implementing long-term transformational account strategies in a customer-facing role or equivalent
- Deep understanding of national security and defence issues, policies, and technologies
- Ability to obtain and maintain required Government of Canada security clearances (Secret / Top Secret)
Nice To Haves
- Experience engaging and influencing C-level executives, both business and technical
- Knowledge of AWS or cloud technologies
- Existing relationships within DND, CAF, DRDC, or Canadian DIB companies (e.g., Lockheed Martin, General Dynamics, CAE, Calian)
- Experience with classified environments and the unique requirements of defence cloud adoption
- Knowledge of allied defence cooperation frameworks (Five Eyes, NATO, NORAD modernization)
- Understanding of Canada's Defence Policy framework (e.g., "Our North, Strong and Free") and major capital programs
- Experience positioning cloud or digital transformation solutions within large capital acquisition programs ($100M+)
- Active Government of Canada security clearance (Secret or above) or ability to obtain one
- Bilingual (English/French) is an asset
Responsibilities
- Define and own long-term account strategy for NSD accounts, making high-judgment trade-offs between short-term revenue and long-term positioning
- Build and maintain executive-level relationships across government (DND, DRDC, CAF), private sector partners, and the Defence Industrial Base
- Navigate complex, ambiguous stakeholder landscapes and influence accounts' strategic direction toward cloud adoption as a mission enabler
- Negotiate and close deals within government procurement machinery and frameworks
- Lead cross-functional teams (SAs, TAMs, ProServe, Partner Dev) to execute account strategies to deliver results
- Own full pipeline management from prospecting through close; be data-driven on metrics and adoption
- Proactively identify/mitigate risks and establish the business case for long-cycle defence procurement
- Engage DIB companies during program design to shape innovative solutions leveraging cloud
- Stay current on defence/national security trends; represent AWS at industry conferences
- Develop and optimize org-level processes, playbooks, and SOPs for NSD account management
- Mentor others and scale engagement models beyond assigned accounts
- Present strategies and business reviews to senior leaders; contribute to MBR/QBRs and business narratives
- Align stakeholder views and influence others toward the best, most productive path forward
Benefits
- health insurance (medical, dental, vision, prescription, basic life & AD&D insurance)
- Registered Retirement Savings Plan (RRSP)
- Deferred Profit Sharing Plan (DPSP)
- paid time off
- other resources to improve health and well-being
- sign-on payments
- restricted stock units (RSUs)
- sales incentives (where applicable)
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
