Partner Account Manager

Who you are

• Experience in sales or sales management of infrastructure or cloud technology
• Experience identifying, developing, negotiating, and closing large-scale technology deals
• Experience with government procurement and contracting process
• Experience in business development, partner development, sales or alliances management
• Experience reaching and exceeding sales revenue goals
• Experience in Go-To-Market, Business Development, Sales, or Consulting
• Experience influencing innovation through a partner ecosystem with either solutions or programs that have demonstrated success at enterprise customers
• Experience managing joint GTM success with technology partners, including development and tracking of joint sell-with and sell-through business activities
• Experience exceeding sales targets using a consultative, solutions-focused approach or equivalent
• Experience in professional or military IT-related roles
• Active or previously held UK Security Clearance (SC or higher) strongly preferred

What the job involves

• Own and grow AWS's most strategic UK Defence Industrial Base (DIB) partnerships
• As a Partner Account Manager on the AWS Worldwide Public Sector (WWPS) Global Defence Partners team, you are the single-threaded business owner for a portfolio of UK DIB partners — defence-sector systems integrators, consulting partners, and technology partners running global mission programs — aligned to GDP's Global Account Manager (GAM) construct
• You will individually drive significant revenue across sophisticated Aerospace & Defence, national security, and mission-program customers
• Owning the partner relationship end-to-end, you'll shape how AWS cloud and AI capabilities — AI/ML, HPC, advanced analytics, digital engineering, and manufacturing modernization — map to partners' most complex workloads, and translate that into value propositions that resonate with defence stakeholders
• This is not a traditional account-management role
• It requires hands-on cloud fluency, value-based selling, and the ability to operate independently and earn trust with both technical practitioners and executives across complex, multi-domain engagements
• This is an individual-contributor role with regional business leadership for a portfolio of UK DIB partners
• Own end-to-end revenue growth, executive alignment, and joint mission outcomes for your assigned UK DIB accounts
• Apply value-based selling — business-case development, ROI analysis, customer references — to expand each partner's AWS consumption and win co-sell opportunities across defence end-customers
• Build and execute a multi-year strategic sales plan; maintain accurate pipeline and forecast with disciplined rigor
• Manage the partnership
• Drive CxO-level relationships and executive sponsorship with assigned partners
• Own joint business planning — shared goals, joint GTM motions, co-sell targets — and drive execution through regular cadence and interlock
• Accelerate partner enablement, certification, and competency attainment (AWS Partner Network / co-sell programs and, where applicable, Marketplace and private offers) to grow partner-sourced and partner-influenced revenue
• Lead joint pursuits by orchestrating AWS Account Executives, Partner Solutions Architects, and SMEs to close high-value opportunities
• Bring defence expertise & navigate public sector
• Bring deep defence-industry expertise — prime/sub and teaming relationships, mission-critical and classified workflows, sovereignty and accreditation requirements, and A&D operational constraints
• Navigate public-sector procurement and contracting vehicles to position AWS and partner solutions for competitive wins
• Deliver executive business reviews; escalate roadblocks quickly to maintain deal momentum
• In the Morning: you're in a boardroom, aligning a partner's CxO on a joint mission roadmap and securing executive sponsorship
• After lunch, you're whiteboarding with Solutions Architects and partner engineers to map AWS cloud and AI to a mission-critical workload, then pressure-testing the business case for a co-sell win
• In the Afternoon: you're rallying the extended AWS team to unblock an accreditation milestone, then prepping an executive business review
• You move fluidly between boardroom and build environment — turning mission outcomes into revenue
• If you want your work to matter where the mission does, this is your seat
• GDP is AWS WWPS' mission-focused partner sales organization
• We don't just sell cloud — we help defence partners turn mission outcomes into revenue
• Executing WWPS-Partner's 2026 priorities — Global Defence Expansion and Expanding Disruptive Defence Partners — we deepen AWS's footprint across national security and defence while backing the partners reinventing how defence gets built
• You'll join a hand-picked team with backgrounds spanning DoD, intelligence, IT operations, and product management, united by customer obsession that starts at the warfighter and a bias to earn trust through results, not activity
• If the mission matters to you, so will this team