Senior Account Manager, UK Public Sector - Defence

Join a dedicated account team driving cloud transformation across the UK Defence customer base. You'll work directly with UK Defence leaders and their teams to accelerate the adoption of AWS services - helping the UK's defence organisations deliver better outcomes, faster and more cost-effectively.

As an Account Manager within AWS' UK Defence Team, you will drive technology enabled transformation through effective engagement with senior defence stakeholders, covering IT and business leaders as well as other cross functional organisations within the defence sector.

In this role you will be establishing and building Amazon Web Services value proposition to support systems that deliver capability to some of our largest and most strategic defence customers, promoting AWS as the key cloud technology provider across the strategic accounts you manage.

You'll own the relationships with key stakeholders, while co-developing a strategic account plan, and execute it end-to-end alongside a cross-functional matrix team (Solutions Architects, Partner Managers, and Professional Services). Key job responsibilities Own your territory: Develop and execute a comprehensive account/territory plan targeting growth in AWS service adoption across defence organisations.

Drive customer outcomes: Translate customer challenges into AWS-enabled solutions, articulating clear value propositions from the CXO level through to business owners, engineers, IT architects and developers. Build strategic relationships: Engage senior stakeholders with thought leadership on cloud modernisation, data, and AI - positioning AWS as a long-term strategic partner.

Manage a healthy pipeline: Maintain and progress a robust pipeline of qualified opportunities, ensuring accurate forecasting and consistent deal momentum.

Accelerate adoption: Remove blockers to cloud adoption by working cross-functionally with Solutions Architects, Professional Services, and partners (ISVs, Systems Integrators). Represent the customer voice: Advocate internally for your customers' needs, feeding insights back to product and service teams.

You will work closely with AWS Defence Partner teams to deliver these outcomes while guiding your customers to become more agile, innovative, and efficient.

A day in the life

• Lead discovery and strategy sessions with senior defence stakeholders to uncover transformation opportunities.
• Present business reviews to AWS leadership on territory progress, pipeline health, and growth levers.
• Coordinate with partners and internal teams to progress complex, multi-stakeholder deals.
• Balance high-volume engagement across your territory with deep strategic work on priority accounts.
• Travel to customer sites as needed (UK-wide).

About the team

With AWS, our customers benefit from the fastest pace of innovation, the broadest and deepest functionality, the most secure computing environment, and the most proven operational expertise.

• Experience creating and implementing long-term transformational account strategies in a customer-facing role or equivalent
• Experience influencing senior leaders/stakeholders
• Knowledge of cloud computing technologies
• Experience as a quota-carrying technology field sales professional with a proven track record of success selling complex cloud solutions to defence customers
• Must be eligible for appropriate Security Clearance (SC or above), Bachelor's degree, or BS degree
• Experience selling AI/ML solutions
• Experience in B2B or enterprise sales with a focus on hunting new business
• AWS Cloud Practitioner certification
• Experience increasing technology adoption and creating long-term transformational account strategies or equivalent
• Demonstrated success in identifying, developing, negotiating, and closing large-scale technology projects to Strategic Customers
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