Principal Account Executive, Defence - Enterprise

Amazon Web Services (AWS) is seeking a Principal Account Executive to join our ANZ Defence team, focused on enterprise workloads across the Australian Defence Organisation (ADO). This role is focused on the enterprise backbone that enables Defence to function: corporate systems, shared services, workforce platforms, finance, logistics, HR, and the enterprise ICT environment managed through the Defence Digital Group (DDG) and Defence's enabling Groups. Defence is one of Australia's largest and most complex enterprises. It employs over 90,000 people across more than 80 bases and establishments, manages one of the largest ICT estates in the country, and operates under security, sovereignty, and compliance requirements that few organisations face. Modernising this enterprise environment is central to Defence's ability to deliver on the National Defence Strategy, and it requires a technology partner who understands both the scale of the challenge and the constraints of the operating environment. This is a senior individual contributor role. You will own the enterprise account strategy, drive revenue growth, and build the executive relationships required to position AWS as Defence's long-term enterprise cloud partner. Applicants must be Australian citizens and must hold, or be able to attain, an Australian Government Security Vetting Agency (AGSVA) clearance at NV1 or above. See: https://www1.defence.gov.au/security/clearances In this role, you can expect to travel interstate up to 10% of the time. What Makes This Role Different - Own the enterprise relationship with one of Australia's largest organisations. You will be the primary AWS point of contact for Defence's enterprise IT decision-makers. - Navigate a uniquely complex enterprise environment. Defence's enterprise systems operate under security classification requirements, sovereignty constraints, and procurement frameworks that have no commercial equivalent. You will understand these constraints and work within them. - Drive large-scale cloud adoption. You will identify and shape opportunities to migrate and modernise Defence's enterprise workloads: ERP, HR, finance, logistics, collaboration, data analytics, and enterprise AI. These are multi-year, high-value programs of work. - Operate at executive level. You will engage at the senior executive and operational levels, work with CIO-level leaders, and their senior staff. You will be expected to hold your own in conversations about enterprise architecture, digital transformation strategy, and Defence's operating model. Key job responsibilities - Own and execute the enterprise account strategy for the Department of Defence. Build and manage a qualified pipeline of enterprise workload opportunities from early-stage shaping through to contract execution. - Build and maintain executive relationships with Defence's enterprise decision-makers, including DDG leadership, enabling Group heads, and their key staff. Become a trusted advisor on enterprise cloud adoption. - Identify and shape opportunities to migrate, modernise, and transform Defence's enterprise workloads onto AWS. This includes corporate applications, shared services platforms, data and analytics environments, and enterprise AI initiatives. - Develop compelling business cases that articulate the value of cloud adoption in terms Defence leaders understand: operational efficiency, workforce productivity, security posture, cost management, and speed of delivery. - Meet or exceed annual revenue targets. This is a quota-carrying role with significant revenue expectations commensurate with the scale of the Defence enterprise opportunity. - Work cross-functionally with Solutions Architects, Professional Services, Security & Compliance specialists, and Partner teams to design solutions that meet Defence's enterprise, security, and sovereignty requirements. - Navigate Defence procurement pathways and ensure proposed solutions account for Defence's operating environment. About