Amazon · 2 days ago
Sr. Account Executive, 4th Estate
Arlington, Virginia, USA
Full-time
Onsite
Senior Level
$143K/yr - $193K/yr
7+ years expAmazon Web Services, Inc. is seeking a self-starter to lead revenue growth within the 4th Estate/US Department of War and Defense Agencies. The Sr. Account Executive will manage customer relationships, drive adoption of AWS services, and develop strategic sales plans to enhance market share in this critical business segment.
Artificial Intelligence (AI)DeliveryE-CommerceFoundational AIRetail
No H1B
Security Clearance RequiredU.S. Citizen Only
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, prepare 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
Align cross-functional organizations with strategic partners including Management Consulting firms, Independent Software Vendors (ISVs), and the Defense Industrial Base (DIB)
Define comprehensive engagement strategies for enterprise-wide defense programs, including structured roadmaps, required resources, stakeholders, and timelines
Ensure internal Senior Global Defense executives remain aligned on business objectives and technical direction
Write 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)
Qualification
Required
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
US Citizen and obtain and maintain an active Secret security clearance
Preferred
7+ years of building profitable partner ecosystems experience
5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
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
Company
Amazon
Amazon is a tech firm with a focus on e-commerce, cloud computing, digital streaming, and artificial intelligence.
10001+ employees
Funding
Current Stage
Public CompanyTotal Funding
$8.11BKey Investors
AmazonKleiner Perkins
2023-01-03Post Ipo Debt· $8B
2001-07-24Post Ipo Equity· $100M
1997-05-15IPO
Leadership Team
Douglas J. Herrington
CEO, Worldwide Amazon Stores
Werner Vogels
VP & CTO
Recent News
2026-01-25
2026-01-25
2026-01-25
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