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Strategic BD Account Manager
Are you passionate about the intersection of cloud computing, satellite communications, generative AI, and edge computing for the United States Air Force? Do you have a deep understanding of the Air Force mission and the ability to communicate complex technical and strategic concepts to the most senior leaders across the defense enterprise? If so, Amazon Web Services (AWS) wants to talk to you.
AWS is seeking a Strategic Business Development Account Manager to lead engagement with the US Air Force. At AWS, customer obsession is in our DNA. The successful candidate will serve as a trusted advisor to our customers, partnering with AWS sales, business development, and solutions architecture teams to deliver transformative cloud capabilities to the Air Force. This role also offers the opportunity to shape AWS's product roadmap by driving new requirements and capabilities into our expansive portfolio of services.
This business development effort addresses a critical gap across the agency today, advising senior leaders on business and technical strategies that accelerate migration away from on‑premises, hybrid, and private cloud environments. Supported by a world‑class team of AWS Solutions Architects, service teams, and senior engineers, you will partner with Federal Executives to develop strategies that enhance US Air Force capabilities, accelerate modernization, and promote cloud‑native solutions across the US Air Force.
This position requires that the candidate selected be a US Citizen and obtain and maintain an active TS/SCI security clearance.
Key job responsibilities
- Serve as a key advisor and member of the leadership team for the US Air Force Senior Sales Manager, driving overall AWS strategy and execution within the Air Force.
- Engage directly with USAF CIO and senior leaders in the Air Force 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 USAF 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.
About the team
The AWS USAF team is strategically positioned to deliver cloud‑enabled AI, autonomy, contested logistics, and other mission capabilities to the US Air Force. We work at the forefront of national security modernization, partnering with senior defense leaders to accelerate the adoption of advanced technologies that strengthen our nation's defense posture.
Basic Qualifications
- 7+ years of business development, or account management with a proven ability to deliver results experience.
- Current, active TS/SCI US Government Security Clearance.
- Demonstrated ability to engage and influence senior government executives (SES/Flag Officer level).
- Experience developing and executing strategic market development plans.
Preferred Qualifications
- Experience with government procurement and contracting process.
- MBA degree or above in related fields.
- Experience and track record of exceeding sales goals.
- Knowledge of cloud computing architectures, generative AI, satellite communications, and edge computing technologies.
- Established relationships within the US Air Force.
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
The base salary range for this position is 187,000.00 – 252,900.00 USD annually. 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.
Location: USA, VA, Arlington.
Location: USA, VA, Herndon.
