DescriptionAmazon 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 theNational Defence Strategy ****and theDefence Industry Development Strategy.DescriptionAmazon 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 theNational Defence Strategy ****and theDefence 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 baseApplicants must be Australian citizens and must hold or be able to attain an Australian Government Security Vetting Agency clearance (see 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 responsibilitiesOwn the end-to-end strategy to grow AWS revenue across the sovereign DIB segment - from territory planning and pipeline generation through to closeIdentify, 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 prioritiesDevelop segment-specific go-to-market plays that address the unique needs of early-stage defence innovators as well as established SMEs scaling productionBuild genuine,



trust-based relationships with senior stakeholders across defence and defence industry, acting as a credible advisor who understands their mission and operational challengesWork collaboratively with Solutions Architects, Technical Account Managers, Professional Services, and Partner teams to design solutions that address real customer problemsTranslate complex customer challenges into transparent, compelling value propositions that demonstrate how AWS can support mission outcomesNavigate government and defence procurement frameworks, including single seller arrangements, panel arrangements and standing offersRepresent AWS at defence and national security industry events, customer meetings, and partner forumsStay across trends in the defence and national security space, including cybersecurity, data sovereignty, secure cloud, and emerging technologiesMeet or exceed annual revenue targetsAbout The TeamDiverse ExperiencesAWS 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 CultureHere 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 GrowthWe'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 BalanceWe 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.Basic Qualifications7+ years of technology related sales, business development or equivalent experienceExperience in management of large, complex enterprise accounts or equivalentExperience and track record of exceeding sales goalsExperience with government procurement and contracting processDemonstrated experience working within or alongside Australia's defence or national security sectorExperience building and maintaining relationships with senior government or defence stakeholdersPreferred QualificationsBachelor's degree or equivalentExperience selling cloud solutions at a software company or equivalent5+ years working directly with government officials, defence leadership, or regulatory bodiesKnowledge of AWS infrastructure and cloud servicesAcknowledgement Of CountryIn the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community.
We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.IDE StatementAmazon 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 content/en/how-we-hire/accommodations for more information.
If the country/region you're applying in isn't listed, please contact your Recruiting Partner.Company - Amazon Web Services Australia Pty LtdJob ID: A********
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📌 Defence Growth Account Executive – Sovereign Cloud (Au) (Sydney)
🏢 Amazon Web Services (AWS)
📍 Sydney