Sr. Account Executive, 4th Estate

Amazon • Herndon, VA

3d

About The Position

We are seeking a self-starter to lead and own revenue growth in a division of
one of AWS's largest government global segments. The role requires a team player
with a focus on increasing awareness and adoption of Amazon Web Services (AWS)
within the 4th Estate/US Department of War, Defense Agencies business with named
customers including but not limited to: DPAA, WHS, PFPA, NDU and MC&FP Agencies.
As an Account Executive within AWS, you will have an exciting opportunity to
drive the growth and shape the future of 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 go-to-market 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 customer's mission and the environment. You will
have day-to-day 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.

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

The role requires aligning cross-functional organizations with strategic
partners including Management Consulting firms, Independent Software Vendors
(ISVs), and the Defense Industrial Base (DIB). All working collectively to
address complex customer challenges. This position requires defining
comprehensive engagement strategies for enterprise-wide defense programs,
including structured roadmaps, required resources, stakeholders, and timelines.
The role is accountable for ensuring internal Senior Global Defense executives
remain aligned on business objectives and technical direction. This includes
writing business cases to support customer compelling needs (6-pagers) as well
as representing AWS as a thought leader in mission readiness and defense
modernization (Generative AI, Autonomous Systems and Zero Trust).

Requirements

• 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
• 9+ years of business development, partner development, sales or alliances management experience

Nice To Haves

• 7+ years of building profitable partner ecosystems experience
• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience

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, pare 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

Benefits

• Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives.
• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed