About this role
Applicants must be Australian citizens and hold or be eligible to obtain an Australian Government Security Clearance with the ability to successfully complete an Organisational Suitability Assessment. More information regarding security clearances can be found here: https://www.agsva.gov.au/ The AWS Public Sector Defence Sales team is seeking an experienced Account Manager to drive cloud adoption and revenue growth across Australia's defence sector. You will partner with Defence Primes, Defence agencies, and Defence Industrial Base (DIB) organisations to implement cloud computing, artificial intelligence, machine learning, and associated technologies that scale and support stronger national security outcomes. This role focuses on helping defence organisations develop and implement their Digital Transformation and Sovereign Cloud strategies, positioning AWS as the primary cloud platform provider for transformational defence technology initiatives. Key Job Responsibilities Strategic Account Management: Develop and execute comprehensive account and territory plans to grow revenue and deepen cloud adoption across a defined portfolio of defence customers Create and maintain a robust sales pipeline of opportunities in existing accounts while driving net new business Meet or exceed quarterly revenue targets and key performance metrics Build and cultivate long-term strategic relationships with key stakeholders including C-level executives, senior military leaders, program directors, and procurement teams Customer Engagement & Value Creation: Create and articulate compelling value propositions around cloud transformation, AI innovation, and defence-specific use cases including mission systems, logistics, and command and control Accelerate customer adoption through education and engagement on cloud and AI technologies within secure and sovereign environments Assist customers in identifying priority use cases for adoption of AWS cloud services and AI/ML solutions tailored to defence outcomes Conduct discovery sessions and deliver presentations to technical and non-technical audiences, including senior leadership and uniformed personnel Collaboration & Execution: Work strategically with AWS consulting and technology partners, including Defence Primes and Systems Integrators, to manage joint selling opportunities and deliver scale Collaborate with internal cross-functional teams including Solutions Architects, Professional Services, Partners, and Support to deliver exceptional customer outcomes Advocate for customer interests while aligning with AWS business needs Review sales metrics and data from accounts to continuously evolve strategy Key Competencies: Self-starter with entrepreneurial spirit and adaptability Strong relationship-building and executive presence Creative systems thinking and strategic vision Passionate about creating great customer outcomes in the defence sector Ability to manage complex sales cycles with multiple stakeholders across government and industry Comfortable working in a fast-paced, innovative environment with evolving security requirements