Account Manager, UK Central Government Team (Defence)

Job Description

Join a dedicated account team driving cloud transformation across the UK Defence customer base. You'll work directly with UK Defence leaders and their teams to accelerate the adoption of AWS services — helping the UK's defence organisations deliver better outcomes, faster and more cost-effectively.

As an Account Manager within AWS' UK Defence Team, you will drive technology enabled transformation through effective engagement with senior defence stakeholders, covering IT and business leaders as well as other cross functional organisations within the defence sector.

In this role you will be establishing and building Amazon Web Services value proposition to support systems that deliver capability to some of our largest and most strategic defence customers, promoting AWS as the key cloud technology provider across the strategic accounts you manage.

You'll own the relationships with key stakeholders, while co-developing a strategic account plan, and execute it end-to-end alongside a cross-functional matrix team (Solutions Architects, Partner Managers, and Professional Services).

Key job responsibilities
Own your territory: Develop and execute a comprehensive account/territory plan targeting growth in AWS service adoption across defence organisations.

Drive customer outcomes: Translate customer challenges into AWS-enabled solutions, articulating clear value propositions from the CXO level through to business owners, engineers, IT architects and developers.

Build strategic relationships: Engage senior stakeholders with thought leadership on cloud modernisation, data, and AI — positioning AWS as a long-term strategic partner.

Manage a healthy pipeline: Maintain and progress a robust pipeline of qualified opportunities, ensuring accurate forecasting and consistent deal momentum.

Accelerate adoption: Remove blockers to cloud adoption by working cross-functionally with Solutions Architects, Professional Services, and partners (ISVs, Systems Integrators).

Represent the customer voice: Advocate internally for your customers' needs, feeding insights back to product and service teams.

You will work closely with AWS Defence Partner teams to deliver these outcomes while guiding your customers to become more agile, innovative, and efficient.

A day in the life
Lead discovery and strategy sessions with senior defence stakeholders to uncover transformation opportunities.

Present business reviews to AWS leadership on territory progress, pipeline health, and growth levers.

Coordinate with partners and internal teams to progress complex, multi-stakeholder deals.
Balance high-volume engagement across your territory with deep strategic work on priority accounts.

Travel to customer sites as needed (UK-wide).

About the team
With AWS, our customers benefit from the fastest pace of innovation, the broadest and deepest functionality, the most secure computing environment, and the most proven operational expertise.

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
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

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 in the cloud.
BASIC QUALIFICATIONS- Experience creating and implementing long-term transformational account strategies in a customer-facing role or equivalent
- Experience working with and influencing senior level stakeholders
- Knowledge of cloud computing technologies
- Experience as a quota-carrying technology field sales professional with a proven track record of success selling complex cloud solutions to defence customers
- Must be eligible for appropriate Security Clearance (SC or above)
PREFERRED QUALIFICATIONS- Bachelor's degree, or BS degree
- Experience selling AI/ML solutions
- Experience in B2B or enterprise sales with a focus on hunting new business
- AWS Cloud Practitioner certification
- Experience increasing technology adoption and creating long-term transformational account strategies or equivalent
- Demonstrated success in identifying, developing, negotiating, and closing large-scale technology projects to Strategic Customers

Amazon is an equal opportunities employer. We believe passionately that employing a diverse workforce is central to our success. We make recruiting decisions based on your experience and skills. We value your passion to discover, invent, simplify and build. Protecting your privacy and the security of your data is a longstanding top priority for Amazon. Please consult our Privacy Notice ( to know more about how we collect, use and transfer the personal data of our candidates.

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 -we- hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.