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Strategic BD Account Manager, DOW USAF Sales Team

September 5, 2026

DESCRIPTION:

Are you passionate about the intersection of cloud computing, satellite communications, generative AI, and edge computing for the United States Air Force? Do you have a deep understanding of the Air Force mission and the ability to communicate complex technical and strategic concepts to the most senior leaders across the defense enterprise? If so, Amazon Web Services (AWS) wants to talk to you.

AWS is seeking a Strategic Business Development Account Manager to lead engagement with the US Air Force. At AWS, customer obsession is in our DNA. The successful candidate will serve as a trusted advisor to our customers, partnering with AWS sales, business development, and solutions architecture teams to deliver transformative cloud capabilities to the Air Force. This role also offers the opportunity to shape AWS's product roadmap by driving new requirements and capabilities into our expansive portfolio of services.

This business development effort addresses a critical gap across the agency today, advising senior leaders on business and technical strategies that accelerate migration away from on-premises, hybrid, and private cloud environments. Supported by a world-class team of AWS Solutions Architects, service teams, and senior engineers, you will partner with Federal Executives to develop strategies that enhance US Air Force capabilities, accelerate modernization, and promote cloud-native solutions across the US Air Force.

This position requires that the candidate selected be a US Citizen and currently possess and maintain an active TS/SCI security clearance.

Key job responsibilities
•Serve as a key advisor and member of the leadership team for the US Air Force Senior Sales Manager, driving overall AWS strategy and execution within the Air Force.
•Engage directly with USAF CIO and senior leaders in the Air Force on internal and external IT modernization strategies
•Define and execute a strategic market development plan that identifies cross-organizational opportunities in partnership with key internal stakeholders (e.g., sales teams, service teams, marketing, partner team, legal, support)
•Define and size the total addressable opportunity across the USAF customer space; identify and engage key customers, Independent Software Vendors (ISVs), and System Integrators (SIs)
•Build and support the business development pipeline by engaging with key prospects and industry partners
•Understand the technical requirements of our customers and work closely with internal development teams to guide the direction of AWS product offerings
•Present business reviews to AWS senior management regarding progress, roadblocks, and strategic recommendations for expanding market reach
•Manage a high volume of engagements and customer interactions in the fast-paced cloud computing market

About the team
The AWS USAF team is strategically positioned to deliver cloud-enabled AI, autonomy, contested logistics, and other mission capabilities to the US Air Force. We work at the forefront of national security modernization, partnering with senior defense leaders to accelerate the adoption of advanced technologies that strengthen our nation's defense posture.

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

AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

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.

BASIC QUALIFICATIONS:

- 7+ years of business development, or account management with a proven ability to deliver results experience
- Current, active TS/SCI US Government Security Clearance
- Demonstrated ability to engage and influence senior government executives (SES/Flag Officer level)
- Experience developing and executing strategic market development plans

PREFERRED QUALIFICATIONS:

- Experience with government procurement and contracting process
- MBA degree or above in related fields
- Experience and track record of exceeding sales goals
- Knowledge of cloud computing architectures, generative AI, satellite communications, and edge computing technologies
- Established relationships within the US Air Force

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 for more information. If the country/region you're applying in isn't listed, please contact your Recruiting Partner.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at .

USA, VA, Arlington - 187,000.00 - 252,900.00 USD annually
USA, VA, Herndon - 187,000.00 - 252,900.00 USD annually

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