Senior Account Manager, National Security and Defence, Canada
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Key skills for this role
About the Role
Amazon Web Services is seeking a Senior Account Manager to own and grow strategic customer relationships within Canada's National Security and Defence sector. The role involves defining long-term account strategy, navigating complex government procurement, and driving cloud adoption for mission-critical workloads.
Key Skills for This Role
Responsibilities
- Define and own long term account strategy for NSD accounts, making high judgment trade offs between short term revenue and long term positioning
- Build and maintain executive level relationships across government (DND, DRDC, CAF), private sector partners, and the Defence Industrial Base
- Navigate complex, ambiguous stakeholder landscapes and influence accounts' strategic direction toward cloud adoption
- Negotiate and close deals within government procurement machinery and frameworks
- Lead cross functional teams (SAs, TAMs, ProServe, Partner Dev) to execute account strategies
- Own full pipeline management from prospecting through close; be data driven on metrics and adoption
- Proactively identify/mitigate risks and establish the business case for long cycle defence procurement
- Engage DIB companies during program design to shape innovative solutions leveraging cloud
- Stay current on defence/national security trends; represent AWS at industry conferences
- Mentor others and scale engagement models beyond assigned accounts
Requirements
- Experience with government procurement and contracting process
- Experience in management of large, complex enterprise accounts or equivalent
- 6+ years of sales or account management experience
- Experience creating and implementing long term transformational account strategies in a customer facing role
- Deep understanding of national security and defence issues, policies, and technologies
- Ability to obtain and maintain required Government of Canada security clearances (Secret / Top Secret)
- Experience engaging and influencing C level executives, both business and technical (preferred)
- Knowledge of AWS or cloud technologies (preferred)
- Existing relationships within DND, CAF, DRDC, or Canadian DIB companies (preferred)
- Bilingual (English/French) is an asset
Full Job Posting
Description
- AWS provides global infrastructure and secure, scalable solutions for the Department of National Defence.
- The AWS Canadian Public Sector Team is seeking an experienced Senior Account Manager to own and grow strategic customer relationships within Canada's National Security and Defence sector.
- This role sits within the Canada Public Sector team and focuses on driving cloud adoption and revenue growth across DND, CAF, and the Defence Industrial Base.
Key Job Responsibilities
- Define and own long term account strategy for NSD accounts.
- Build and maintain executive level relationships across government and private sector.
- Navigate complex stakeholder landscapes and influence strategic direction toward cloud adoption.
- Negotiate and close deals within government procurement frameworks.
- Lead cross functional teams to execute account strategies.
- Own full pipeline management from prospecting through close.
- Proactively identify risks and establish business case for long cycle defence procurement.
- Engage DIB companies during program design to shape innovative cloud solutions.
- Stay current on defence/national security trends; represent AWS at conferences.
- Mentor others and scale engagement models.
Basic Qualifications
- Experience with government procurement and contracting process.
- Experience in management of large, complex enterprise accounts or equivalent.
- 6+ years of sales or account management experience.
- Experience creating and implementing long term transformational account strategies.
- Deep understanding of national security and defence issues, policies, and technologies.
- Ability to obtain and maintain required Government of Canada security clearances (Secret / Top Secret).
Preferred Qualifications
- Experience engaging and influencing C level executives.
- Knowledge of AWS or cloud technologies.
- Existing relationships within DND, CAF, DRDC, or Canadian DIB companies.
- Experience with classified environments and defence cloud adoption.
- Knowledge of allied defence cooperation frameworks (Five Eyes, NATO, NORAD modernization).
- Understanding of Canada's Defence Policy framework and major capital programs.
- Experience positioning cloud or digital transformation solutions within large capital acquisition programs (CAD 100M+).
- Active Government of Canada security clearance (Secret or above) or ability to obtain one.
- Bilingual (English/French) is an asset.
Compensation
- Base salary range: 123,600.00 206,300.00 CAD annually.
- Amazon's total compensation package may include sign on payments, restricted stock units (RSUs), and sales incentives.
- Comprehensive benefits including health insurance, RRSP, DPSP, paid time off.
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