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Job Details
Posted date: May 19, 2026
Location: Arlington, VA
Estimated salary: $200,000
Range: $170,000 - $230,000
Description
Application deadline: May 24, 2026In this role, you will establish deep business and technical relationships with an AWS partner through your knowledge of the customer's mission managing constellations across all domains, processing and ingesting mission data. You will have day-to-day interactions with your partner in support of their mission with their public sector customers and workloads. The ideal candidate will possess both a business background that enables them to drive an engagement and interact at the executive level, as well as a technical background that enables them to easily interact with software developers and architects. He/she/they 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. In addition, technical skills and background are essential as AWS targets customers that are looking for front line technical expertise and cloud experience (sales and implementation).
This position requires that the candidate selected be a US Citizen and currently possess and maintain an active TS/SCI security clearance.
Key job responsibilities
- Serve as a key member of the AWS public sector partner team in helping to drive overall AWS market and technical strategy.
- Own relationships with a large public sector Air and Defense account.
- Work collaboratively to develop and advance relationships to grow AWS revenue through assigned partners.
- Maintain an accurate and robust pipeline and forecast of business opportunities.
- Understand and navigate public sector contracting vehicles and procedures.
- Set a strategic sales plan ensure it's in line with the AWS strategic direction.
- Understand the technical considerations and certifications specific to the public sector.
- Execute the strategic sales and business development plan while working with key internal stakeholders.
- Identify specific prospects/partners/channels to approach while communicating the specific value for their use case.
- Work closely with the AWS sales, product and technical teams to foster joint pursuits.
- Understand the technical requirements of our customers and work closely with the internal development team to guide direction of our product offerings for developers.
- Prepare and give business reviews to the senior management team regarding progress and roadblocks.
- Manage complex contract negotiations, including government contracting, and liaison with the legal group.
A day in the life
A typical day would include meeting with your customer, team members and AWS stake holders to work through and solve customer challenges or mission objectives in AWS.
About the team
The team you will be working with is a hand picked team of talented individuals with varying background in DoD, Intelligence, IT operations and product management.
Qualifications
- 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience- 10+ years of business development, partner development, sales or alliances management experience
- US government security clearance of top secret or above
Extended Qualifications
- 5+ years of building profitable partner ecosystems experience- Experience developing detailed go to market plans
- 5+ years of business development, partner development, sales or alliances management experience
- Experience positioning and selling innovative solutions to new and existing customers and market segments
- Experience identifying, developing, negotiating, and closing large-scale technology projects for global customers
- Experience Driving strategic meetings with senior executives to expand partnership priorities
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. 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. Learn more about our benefits at https://amazon.jobs/en/benefits.
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