Senior Account Executive, Defence - ADF, ANZ Public Sector

Amazon Web Services (AWS) is seeking a Senior Account Executive to join our ANZ Defence team, focused on the Australian Defence Force (ADF) and the broader national security ecosystem. This is a mission-first role. Your primary objective is to deeply understand how Defence operates, prepares, and sustains itself, and to work alongside Defence leaders to solve their hardest problems through cloud technology. You will be embedded in the mission conversation: understanding capability gaps, force design challenges, and operational imperatives, then working with AWS teams to bring solutions that genuinely advance Defence outcomes. Australia's strategic circumstances have fundamentally shifted. The National Defence Strategy demands accelerated preparedness, a focused force structure, and the ability to project and sustain capability across our region. Defence needs technology partners who understand this context, who can operate at pace, within classification, and with the trust that comes from shared purpose. Applicants must be Australian citizens and must hold, or be able to attain, an Australian Government Security Vetting Agency (AGSVA) clearance at NV2 or above. See: https://www1.defence.gov.au/security/clearances In this role, you can expect to travel interstate up to 50% of the time. What Makes This Role Different - Operate inside Defence's decision-making architecture. You will understand how capability is identified, developed, acquired, and sustained through the Integrated Investment Program, and where cloud technology creates leverage at each stage. - Build relationships measured in years. You will earn the trust of military commanders, SES-level civilians, and capability managers through demonstrated credibility and commitment to their mission. - Work across classification boundaries. You will engage across all classification levels, understanding the implications for solution design, data sovereignty, and workforce requirements. - Connect operational problems to technology solutions. You will listen deeply to mission challenges and orchestrate AWS's technical, professional services, and partner resources to address them. Key job responsibilities - Develop and maintain deep understanding of your assigned Defence customers' missions, force structure, capability plans, and operational challenges. Become a credible interlocutor who earns the right to advise. - Build enduring, trust-based relationships with military personnel of all ranks up to senior military officers and their key staff across capability, operations, and enabling functions. - Translate operational needs into cloud-enabled solutions without losing fidelity to the customer's intent. Represent AWS with credibility in classified briefings, capability discussions, and senior leader engagements. - Develop and execute multi-year account strategies aligned to Defence's capability development timelines. Build and manage a qualified pipeline from early-stage shaping through to contract execution. - Meet or exceed annual revenue targets while building the long-term strategic position that generates sustainable growth. - Work cross-functionally with Solutions Architects, Professional Services, Security & Compliance specialists, and Partner teams to design solutions that meet Defence's mission, security, and sovereignty requirements. - Navigate Defence procurement pathways and ensure proposed solutions account for Defence's operating environment: classification requirements, network architectures, integration with Defence systems, and ASD certification pathways. - Maintain current awareness of Australia's strategic and defence policy environment: the National Defence Strategy, Defence Strategic Review, Integrated Investment Program, and AUKUS implementation.

Diverse Experiences AWS values diverse experiences. Even if you don't meet all of the qualifications listed below, we encourage you to apply. If your career hasn't followed a traditional path or