From Amazon's posting. “We” and “our” refer to the employer.
AWS is hiring a Partner Account Manager with deep industrial experience to drive cloud strategy and execution across the Defense Industrial Base. This role brings cloud technology to manufacturing, engineering, supply chain operations, and national security, working directly with the companies that design, build, and sustain military platforms.
You will own the industrial cloud strategy for several Global Defense Industrial Base (GDIB) partners, working across shipyards, factories, and supply chains to drive adoption of AWS technologies in production environments. The team is small, high-autonomy, operating across AWS Worldwide Public Sector.
You will work with defense primes, industrial technology ISVs, and Global System Integrators to position and win joint AWS enabled solutions in digital engineering, predictive maintenance, production optimization, and supply chain visibility.
Would you like to own building the future for a leader in the cloud computing business in the public sector? Would you like to be part of a sales team focused on increasing awareness and adoption of Amazon Web Services (AWS) for heavy industrial applications? Are you an engineer or technical leader who has moved into business development, partnerships, or go-to-market roles and wants to bring cloud-enabled solutions to the factories, shipyards, and supply chains that build and sustain our national defense?
Do you have hands-on experience in manufacturing, engineering, or supply chain operations, a value-driven approach to technology adoption, and a track record of building long-term relationships?
AWS Partner Account Managers (PAM) do all this and more. AWS PAMs work with select large partners to develop go-to-market strategies for expanding industry offerings and emerging solutions across the Defense Industrial Base (DIB). As a PAM you will work across several Global Defense Industrial Base (GDIB) partners to create and lead joint sales campaigns for AWS Worldwide Public Sector (WWPS) that aligns to AWS strategic initiatives and your partners' market leadership positioning.
In this role, you will work closely with AWS Account Executives, Solution Architects, Industry Leaders, and Partner Marketing to develop and drive new routes to market to create pipeline with new joint offerings, solutions, and strategic initiatives. The ideal candidate will possess an industrial, engineering, or supply chain background combined with sales and partnership/alliance experience that enables them to engage, earn trust, and influence at the CxO level, with technical personnel, and with customer account teams.
Successful PAMs think strategically about business, product, and technical challenges to convey compelling partner value propositions.
For more information, visit aws.amazon.com/federal/defense/
This position requires that the candidate selected be a US Citizen.
Key job responsibilities
As a Partner Account Manager (PAM) in the Defense Industrial Base, you will work closely with AWS Account Executives, Solution Architects, Industry/Technology Subject Matter Experts (SMEs), and Partner Marketing to develop and drive new AWS revenue opportunities.
You will be responsible for delivering revenue growth and overall end-customer adoption for strategic initiatives.
Serve as the industrial subject matter expert on your partner accounts, translating operational challenges in areas like digital engineering, predictive maintenance, product sustainment, and supply chain visibility into AWS-enabled solutions.
You will cultivate sales & partner relationships and execute sales campaigns with the long-term interests of AWS, your GDIB partner, and ultimately the end-user customer at the forefront.
You'll advise on AWS investments, industry prioritization, and strategic initiatives based on market growth potential.
You will use AWS mechanisms for achieving sales results, iterating improvements, and lead an extended team to deliver results
Create and execute Joint Partner Sales Plans to accelerate AWS revenue, target new markets, and ensure alignment with the AWS strategic direction.
Communicate to AWS Partner teams, field sales, solutions architects, business development, and others as needed on partner's offering capabilities and successes.
Prepare and give business reviews to the AWS senior management team.
A day in the life
The Partner Account Manager (PAM) is an individual contributor role with global business leadership across several GDIB partners of the AWS Worldwide Public Sector (WWPS) business. You will work closely with GDIB account teams as an industrial expert, defining a COO, CTO, Chief Engineer, and Line of Business relationship strategy. This includes engaging with AWS senior leaders for executive sponsorship, coordinating executive business reviews, and developing sales opportunities for partner offerings and solutions. You will build and maintain key relationships with Global System Integrators and independent software vendors (ISVs) in the industrial technology space, advance key sales opportunities, and work with a global team of Partner Managers to manage a sales pipeline and deliver results.
You will regularly visit partner facilities, participate in technical design sessions, and work with engineering teams to understand production environments, OT/IT convergence challenges, and industrial data architectures.
About the team
The WWPS Global Defense Industrial Base (GDIB) Industrial Innovation team is a small, high-autonomy team inside AWS Worldwide Public Sector focused on one of the fastest-growing partner segments in defense: the companies that design, build, and sustain military platforms and the supply chains that support them.
We work at the intersection of cloud, manufacturing, engineering, and national security, partnering with defense primes, industrial technology ISVs, and GSIs to bring AWS-enabled solutions into production environments, from the factory floor to fleet sustainment.
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
5+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
5+ years of business development, partner development, sales or alliances management experience
3+ years of hands-on experience in engineering, manufacturing, supply chain, or industrial operations
Preferred Qualifications
5+ years of building profitable partner ecosystems experience
5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
5+ years of in material handling equipment (MHE) or automation environments experience, or experience in Lean Management, Six Sigma and other operations engineer tools
Experience communicating complex concepts clearly and persuasively to different audiences
Strong technical competency and experience in the areas of cloud computing, web services, and industrial enterprise software across the Defense Industrial Base
Equal Opportunity
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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