Senior Account Executive, 4th Estate

Job ID: 10402989 | Amazon Web Services, Inc. We are seeking a self‑starter to lead and own revenue growth in a division of one of AWS's largest government global segments. The role requires a team player who can increase awareness and adoption of Amazon Web Services (AWS) within the 4th Estate/US Department of War, Defense Agencies, and named customers such as OUSW R&E. As an Account Executive within AWS, you will drive growth and shape the future of emerging technology in one of our most critical business segments. Your broad responsibilities will include developing and managing a growing customer base as they serve critical missions in the Department of Defense community. You will drive business and technical relationships, launch customers at a rapid rate by helping to define, identify, and pursue key cloud‑related opportunities, determine the most effective go‑to‑market strategies, and collaborate with AWS partner, legal, marketing, product, contracts and executive leadership teams. The ideal candidate will possess a business background that enables them to drive engagements at an executive level, combined with a strong understanding of enterprise generative AI use cases and current market trends shaping the AI landscape. You should also have a demonstrated ability to think strategically about the mission, product, and technical challenges—including how emerging AI capabilities can address complex enterprise needs—with the ability to build and convey compelling value propositions that resonate with senior leadership and technical stakeholders. This position requires that the candidate selected be a U.S. citizen and obtain and maintain an active Secret security clearance (TS clearance preferred). Key Responsibilities Set a strategic sales plan for target markets in line with the AWS strategic direction, driving revenue and market share within the Worldwide Public Sector account business area. Maintain an accurate and robust pipeline and forecast of business opportunities; identify specific prospects, partners, and channels to approach, communicating the specific value proposition for business and use case. Serve as a key member of the AWS Public Sector team in helping to drive adoption of the overall AWS market and technical strategy. Understand the technical considerations and certifications specific to the public sector. Develop and manage the sales pipeline by engaging with prospects, partners, and key customers. Work closely with the customer base to ensure they are successful using our web services, ensuring they have the necessary technical resources. Understand the technical requirements of your customers and work closely with the internal development team to guide the direction of our product offerings for developers. In coordination with global account teams, prepare and deliver business reviews to senior management regarding quarterly and yearly strategies to align with revenue growth expectations. Manage complex contract negotiations and liaison with the legal group; accelerate customer adoption and satisfaction. Qualifications Basic: 7+ years of direct sales in software, cloud, or SaaS markets selling to C‑level executives. Preferred: 7+ years of building profitable partner ecosystems experience; 7+ years of partner development, sales, or alliances management experience. Benefits 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 optional 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. Equal Employment Opportunity Statement 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 for more information. #J-18808-Ljbffr