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.

About the team
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 includes non-linear experiences, that's something we value — 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

Here at AWS, it's in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empowers us to be proud of our differences. Ongoing events and learning experiences inspire us to never stop embracing our uniqueness.

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.

Basic Qualifications

- 10+ years of experience in or directly supporting Australia's Defence Organisation: in uniform (ADF), as a Defence APS employee, or in a deeply embedded industry role with genuine mission understanding.
- Demonstrated ability to build trusted relationships with senior Defence leaders (military O-6/1-star equivalent and above, or SES Band 1+) based on credibility, domain knowledge, and shared commitment to mission outcomes.
- Proven experience navigating Defence's organisational complexity. You understand how decisions are made, how capability is developed, and how to operate effectively across Groups, Services, and Commands.
- Track record of translating complex customer problems into actionable solutions in a consultative engagement model.
- Experience in Defence capability acquisition and sustainment.
- Understanding of Defence's ICT environment and classified network architectures.

Preferred Qualifications

- Military service in the Australian Defence Force, particularly in roles involving capability development, operations, joint planning, or command.
- Familiarity with AUKUS Pillar II technology domains and their application to ADF capability.
- Experience operating in coalition/Five Eyes environments and understanding interoperability requirements.
- Existing relationships across the Defence Organisation at senior levels.
- Background in one or more of: joint operations, intelligence, special operations, capability development, or defence science.

Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.

IDE statement:
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 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.