Partner Account Manager, WWPS Global Defence Partners
AWS EMEA SARL (UK Branch)•4h ago
United KingdomOnsiteFull-timeMid Level2+ yrs exp
Top focus
Account Manager
- 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. Key job responsibilities Sell & grow revenue 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. A day in the life 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. About the team 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.
- Experience in sales or sales management of infrastructure or cloud technology - Experience identifying, developing, negotiating
- 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
- 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. 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 ( https://www.amazon.jobs/en/privacy_page ) 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
- 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.
Required skills
AWScloudAIMLHPCanalyticsengineeringbusiness developmentsalespartner managementprocurementconsulting