Senior Account Executive, Sovereign Defence Industry, Australia, ANZ Public Sector

Amazon Web Services (AWS) is seeking a Senior Account Executive to drive growth across Australia's sovereign Defence Industrial Base (DIB). Reporting into the Head of Defence, you will own and develop a portfolio spanning defence technology start-ups, scale-ups, and small-to-medium enterprises (SMEs) that are building the sovereign capabilities Australia needs to deliver on the objectives of the National Defence Strategy 2024 and the Defence Industry Development Strategy.

This is not a generalist cloud sales role. You will operate at the intersection of national security policy, defence acquisition, and technology innovation, helping Australian-owned companies accelerate their contribution to a resilient, capable, and sovereign industrial base

Applicants must be Australian citizens and must hold or be able to attain an Australian Government Security Vetting Agency clearance (see https://www1.defence.gov.au/security/clearances).

In this role, you can expect to travel interstate up to 50% of the time.

We are looking for someone who brings genuine domain credibility, earned through service, industry, or deep engagement with Australia's defence community, and combines it with the commercial acumen to build a high-growth business from the ground up.

Key job 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

About the team
Diverse Experiences
AWS values diverse experiences. Even if you don't meet all of the qualifications listed below, we encourage you to apply. If your career hasn't followed a traditional path or includes non-linear experiences, that's something we value — don't let it stop you from applying.

Why AWS?
Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that's why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture
Here at AWS, it's in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empowers us to be proud of our differences. Ongoing events and learning experiences inspire us to never stop embracing our uniqueness.

Mentorship & Career Growth
We're continuously raising our performance bar as we strive to become Earth's Best Employer. That's why you'll find endless knowledge-sharing, mentorship, and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture.

- 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