Amazon Web Services (AWS) is seeking an experienced Principal Account Manager to lead and grow strategic customer relationships within the Australia and Recent Zealand (ANZ) Public Sector.
This senior individual contributor role is responsible for defining long‐term account strategy, driving revenue growth, and positioning AWS as a trusted cloud partner for government and public sector organisations undertaking digital transformation.
Key Job Responsibilities
Define and own long‐term account strategy for strategic public sector accounts, making high‐judgement trade‐offs between short‐term revenue and long‐term positioning
Build and maintain executive‐level relationships across government agencies, industry partners, and system integrators
Navigate complex stakeholder landscapes and influence customer strategic direction toward cloud adoption as a mission enabler
Negotiate and close deals within government procurement frameworks and contracting processes
Lead cross‐functional teams
Own full pipeline management from prospecting through close; be data‐driven on metrics, adoption, and revenue growth
Proactively identify and mitigate risks; establish business cases for long‐cycle public sector procurement
Present strategies, business reviews, and narratives to senior leadership
Mentor and develop team members; contribute to org‐level processes, playbooks, and best practices
Represent AWS at industry events, conferences, and customer forums
Stay current on public sector trends including digital transformation policy, AI/ML adoption, cybersecurity, and sovereign cloud requirements
Basic Qualifications
10+ years of technology sales experience




Experience in management of large, complex enterprise accounts or equivalent
Experience creating and implementing long‐term transformational account strategies in a customer‐facing role or equivalent
Experience with government procurement and contracting process
Experience engaging with and influencing C‐level executives
Bachelor's degree or equivalent
Preferred Qualifications
Experience with enterprise‐scale infrastructure or development‐based cloud programs/projects in a related industry
Knowledge of AWS or technology as a service (IaaS, SaaS, PaaS)
Deep understanding of the ANZ public sector landscape including federal, state/territory, and local government structures
Understanding of sovereign cloud requirements, data residency, and security accreditation frameworks (e.g., IRAP, NZISM, PROTECTED)
Experience with digital transformation initiatives in healthcare, education, defence, or national security domains
MBA or relevant postgraduate qualification
Active Australian or New Zealand government security clearance (NV1/NV2) or ability to obtain one
Equal Opportunity Statement
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 for more information.
Company: Amazon Web Services Australia Pty Ltd
Job ID: A********
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📌 Principal Account Executive, Anz Public Sector (Melbourne)
🏢 Amazon Web Services (AWS)
📍 Melbourne