Application deadline: Jun 29, 2026
Amazon Web Services (
AWS) is seeking a results-driven Partner Account Manager to own and grow a portfolio of Global Defense Technology Independent Software Vendors (ISVs) within our Worldwide Public Sector (WWPS) organization. In this role, you will serve as the primary business owner for a strategic book of
ISV partners building mission-critical solutions for U.S. Defense customers — spanning global Civilian, Defense and National Security verticals.
You will drive direct revenue growth by expanding each partner's
AWS consumption, accelerate their platform modernization on
AWS, and develop joint
go-to-market motions that deliver differentiated outcomes for Federal end-customers. This is a high-impact, portfolio-management role that blends strategic account planning with hands-on execution across sell-to and co-sell motions. You will work at the intersection of cloud technology, Federal compliance, and partner ecosystems — collaborating with
AWS field sellers, solution architects, and executive leadership to unlock new growth vectors for partners and
AWS alike.
This position requires that the candidate selected be a US Citizen.
Key job responsibilities
- Own a portfolio of Defense Technology
ISV partners as customers — drive direct
AWS revenue growth
- Develop and execute strategic account plans for key partners focused on growing their
AWS cloud footprint, modernizing platform architectures, and accelerating new product development on
AWS - Build and maintain an accurate pipeline and forecast of sell-to opportunities aligned with each partner's infrastructure roadmap, product releases, and government contract vehicles
- Drive joint
GTM motions — identify, develop, and close co-sell opportunities across Defense end-customers by articulating the differentiated value of each partner's solutions running on
AWS - Collaborate with
AWS field sellers, Partner Solutions Architects, and Service Teams to remove adoption blockers, guide technical direction, and ensure partners are enabled to build, certify, and scale on
AWS - Navigate Federal compliance and certification requirements (FedRAMP, IL2–IL6, CMMC) to help partners achieve authorization milestones that unlock new revenue
- Deliver quarterly business reviews to senior leadership outlining portfolio health, revenue trajectory, consumption trends, pipeline coverage, and strategic investment recommendations
- Accelerate customer adoption, partner satisfaction, and measurable outcomes across both the sell-to and
GTM motions
- Serve as the voice of the customer/partner internally — advocate for partner across
AWS product, programs, and
go-to-market teams
About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, 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
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.
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. When we feel supported in the workplace and at home, there’s nothing we can’t achieve.
- Experience identifying, developing, negotiating, and closing large-scale technology deals
- 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
- Knowledge of software development practices and data center/infrastructure/networking technologies
- Experience selling into Federal and Defense Customers
- 5+ years of
Go-To-Market, Business Development, Sales, or Consulting experience
- 5+ years of technical/IT related sales with medium to large software vendors/customers experience
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
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
https://amazon.jobs/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.
The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.
USA, CA, San Francisco - 157,100.00 - 212,600.00
USD annually
USA, CO, DENVER - 142,800.00 - 193,200.00
USD annually
USA, GA, Atlanta - 142,800.00 - 193,200.00
USD annually
USA, TX, Austin - 142,800.00 - 193,200.00
USD annually
USA, VA, Arlington - 142,800.00 - 193,200.00
USD annually
USA, VA, Herndon - 142,800.00 - 193,200.00
USD annually
USA, WA, Seattle - 142,800.00 - 193,200.00
USD annually