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Senior Account Executive, Sovereign Defence Industry

Amazon
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Hybrid (AUS NSW)Posted 1mo ago

About the role

Senior Account Executive to drive growth across Australia’s sovereign Defence Industrial Base (DIB) within AWS, focusing on defence technology start-ups, scale-ups, and SMEs to support Australia’s National Defence priorities and Defence Industry Development Strategy.

Responsibilities

  • Own the end-to-end strategy to grow AWS revenue across the sovereign DIB segment - from territory planning and pipeline generation through to close
  • Identify, qualify, and develop opportunities with defence tech start-ups, SMEs, and primes' sovereign supply chains that are building capability aligned to Australia's Integrated Investment Program and National Defence priorities
  • Develop segment-specific go-to-market plays that address the unique needs of early-stage defence innovators as well as established SMEs scaling production
  • Build genuine, trust-based relationships with senior stakeholders across defence and defence industry, acting as a credible advisor who understands their mission and operational challenges
  • Work collaboratively with Solutions Architects, Technical Account Managers, Professional Services, and Partner teams to design solutions that address real customer problems
  • Translate complex customer challenges into clear, compelling value propositions that demonstrate how AWS can support mission outcomes
  • Navigate government and defence procurement frameworks, including single seller arrangements, panel arrangements and standing offers
  • Represent AWS at defence and national security industry events, customer meetings, and partner forums
  • Stay across trends in the defence and national security space, including cybersecurity, data sovereignty, secure cloud, and emerging technologies
  • Meet or exceed annual revenue targets

Qualifications

  • 7+ years of technology related sales, business development or equivalent experience
  • Experience in management of large, complex enterprise accounts or equivalent
  • Experience and track record of exceeding sales goals
  • Experience with government procurement and contracting process
  • Demonstrated experience working within or alongside Australia's defence or national security sector
  • Experience building and maintaining relationships with senior government or defence stakeholders

Skills

Required:Technology sales / business developmentGovernment procurement and contractingStakeholder management (senior government/defence)Defence sector domain knowledge
Nice to have:Solution selling / cross-functional collaboration
Last updated Oct 25, 2026. Interested? Apply on the company site.

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