Description 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 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

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.

Basic 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

Preferred Qualifications

Bachelor's degree or equivalent

Experience selling cloud solutions at a software company or equivalent

5+ years working directly with government officials, defence leadership, or regulatory bodies

Knowledge of AWS infrastructure and cloud services

Acknowledgement Of Country In 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 Statement Amazon is an equal prospect 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 Ltd

Job ID: A10511721

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📌 Senior Account Executive, Sovereign Defence Industry, Australia, ANZ PublicSector (Sydney)
🏢 Amazon Web Services (AWS)
📍 Sydney