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 **** 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 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 explicit, 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.
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Mentorship

📌 Senior Account Executive, Sovereign Defence Industry, Australia, Anz Public Sector (Canberra)
🏢 Amazon Web Services Australia
📍 Canberra