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Amazon Web Services, Inc.

Senior Account Executive, NatSec

Arlington, VA, United States

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Job details

Experience: 7+ years of technology related sales, business development or equivalent experience
Posting language: English
Posted: Nov 9, 2026

Original job description

World Wide Public Sector team is looking for an exceptional Senior Account Executive candidate to join our National Security Sales Team to support a critical US Intelligence Community (USIC) customer and federal law enforcement customer.

In the role of Account Executive supporting customers in DC and Virginia, you will spend the majority of your time driving customer, account team, and program management office initiatives. This role will be responsible for liaising between the partners and account teams driving major strategic initiatives and being an advocate for the customer as they continue their cloud journey.

You must be comfortable working across a highly matrixed environment to solve complex business problems. An ability to understand customer requirements and how they translate into cloud technology is required. Demonstrated past performance leading and growing DoW, Federal Civilian or National Security programs and engaging across multiple systems integrators and partners is essential. Experience communicating and working with system integrators and with federal government customers at all levels is key to success.

The role requires the successful candidate to bring experience, have sounds judgment, possess established negotiation skills, and have an ability to influence, earn trust, and deliver successful outcomes working with key partners and government stakeholders to accelerate growth. This position is based in Arlington, VA.

Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have ten employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. Amazon’s culture is reinforced within our 16 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.

Our team is dedicated to supporting new members. We have a broad mix of experience levels and tenures, and we’re building an environment that celebrates knowledge sharing and mentorship. We care about your career growth and strive to assign projects based on what will help each team member develop into a better-rounded professional and enable them to take on more complex tasks in the future.

Our team also puts a high value on work-life balance. Striking a healthy balance between your personal and professional life is crucial to your happiness and success here, which is why we aren’t focused on how many hours you spend at work or online. Instead, we’re happy to offer a flexible schedule so you can have a more productive and well-balanced life - both in and outside of work. With this flexibility comes a responsibility to adjust quickly, take ownership and deliver results in both a collaborative and independent environment.

This position requires that the candidate selected be a US Citizen and currently possess and maintain an active Top Secret security clearance.

Key job responsibilities

Establish and drive a strategic sales plan for specific customer and ensure alignment with the Account Plan.
Lead account partner engagements focused on moving from first engagement to active project/program moving to AWS. Identify specific prospects/partners/channels to approach while communicating the specific value proposition for their business and use case.
Work closely with Solutions Architects to provide cloud solutions to business problems.
Work with the Capture team to shape strategic deals and leverage contract vehicles to advance the mission using those programs
Create, build, and progress a pipeline of opportunities using CRM tools to track progress, next steps, sales stage, and close dates.

About the team As one of the National Security (NatSec) Account Teams, you will be a part of a team consisting of Solutions Architects, Technical Account Managers, BD/Capture, and Professional Services. The team is part of the NatSec organization which is comprised of other large account teams supporting US Intelligence Community customers.

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. Basic qualifications

7+ years of technology related sales, business development or equivalent experience
BA degree, or BS degree
5+ or more years managing and/or pursuing information technology programs within DoW, Federal Civilian, or US Intelligence Community with a track record of quota attainment
Current, active US Government Security Clearance of Top Secret or above Preferred qualifications
Experience working within the software or cloud computing industry is highly desired.
Demonstrable history of successfully growing existing Government programs.
Demonstrable knowledge of federal procurement and contracting processes.
Demonstrable record of being detail-oriented with past examples showing ability to self-motivate and follow-through on projects.
Demonstrable ability to communicate effectively with both technical and non-technical individuals.
Demonstrable ability to present technical and programmatic briefings to senior Government officials.
Formal sales training in Value Selling, Challenger, or similar sales methodology with demonstrable track record of successfully selling technology products and services.

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 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, VA, Arlington - 142,800.00 - 193,200.00 USD annually

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More about this job

Skills

Program management
Negotiation
AWS
Cloud computing
Sales
Computer technology
Procurement
Recruitment
Mental health

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