Strategic BD Account Manager, DoD 4th Estate Defense Agencies

Amazon • Herndon, VA

4d • Onsite

About The Position

Amazon Web Services (AWS) is seeking a Strategic Business Development Account Manager to lead engagement with the 4th Estate Defense Agencies. This role involves serving as a trusted advisor to customers, partnering with AWS sales, business development, and solutions architecture teams to deliver transformative cloud capabilities. The position also offers the opportunity to shape AWS's product roadmap by driving new requirements and capabilities into its services. The business development effort focuses on advising senior agency leaders on business and technical strategies to accelerate migration away from on-premises, hybrid, and private cloud environments. Supported by a team of AWS Solutions Architects, service teams, and senior engineers, the role involves partnering with Federal Executives to develop strategies that enhance Department of War capabilities, accelerate modernization, and promote cloud-native solutions across the 4th Estate Defense Agencies. This position requires the candidate to be a US citizen and possess an active Top Secret/SCI security clearance.

Requirements

• 7+ years of technical sales in B2B environments, in a solution-sales / technology-related environment experience
• Bachelor's degree
• Experience in strategy development
• Experience developing and executing strategic market development plans
• Current, active US Government Security Clearance of Top Secret or above
• US citizen

Nice To Haves

• AWS Certification (Cloud Technologist, Solutions Architect, SysOps Administrator, Developer)
• Knowledge of existing and developing technologies
• Experience working in complex IT environments or equivalent
• Established relationships within 4th Estate Defense Agencies (e.g., DISA, DLA, DARPA, MDA, DCSA, DIA)
• Experience with DoW acquisition processes and budget cycles
• Knowledge of cloud computing architectures, generative AI, satellite communications, and edge computing technologies

Responsibilities

• Serve as a key advisor and member of the leadership team for the 4th Estate Defense Agency Senior Sales Manager, driving overall AWS strategy and execution within the Defense Agency market.
• Engage directly with DoW CIO and senior leaders at 4th Estate Agencies on internal and external IT modernization strategies.
• Define and execute a strategic market development plan that identifies cross-organizational opportunities in partnership with key internal stakeholders (e.g., sales teams, service teams, marketing, partner team, legal, support).
• Define and size the total addressable opportunity across the DoW customer space; identify and engage key customers, Independent Software Vendors (ISVs), and System Integrators (SIs).
• Build and support the business development pipeline by engaging with key prospects and industry partners.
• Understand the technical requirements of our customers and work closely with internal development teams to guide the direction of AWS product offerings.
• Present business reviews to AWS senior management regarding progress, roadblocks, and strategic recommendations for expanding market reach.
• Manage a high volume of engagements and customer interactions in the fast-paced cloud computing market.

Benefits

• 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
• parental leave
• sign-on payments
• restricted stock units (RSUs)
• sales incentives

What This Job Offers

• Job Type: Full-time
• Career Level: Senior