Senior Account Manager, National Security and Defence, Canada

Amazon Web Services (AWS) provides a global infrastructure and secure, scalable, and mission-focused solutions that help the Department of National Defence meet mission objectives, drive efficiencies, increase innovation, and secure critical workloads. AWS is committed to helping Canada materially improve its national defence at a time when global instability demands stronger capabilities and closer allied cooperation.

Our 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 (NSD) sector. This role sits within the Canada Public Sector (CANPS) team and is focused on driving cloud adoption and revenue growth across the Department of National Defence (DND), the Canadian Armed Forces (CAF), and the Defence Industrial Base (DIB).

As a Senior Account Manager, you will define long-term account strategy, operate independently in a complex and ambiguous environment, and influence both internal AWS teams and external defence stakeholders to accelerate mission-critical cloud adoption. You will work at the intersection of national security transformation and cloud innovation — positioning AWS as the provider of choice for mission-based workloads in areas such as artificial intelligence, advanced cyber and space-based capabilities, and quantum technologies.

This role requires deep domain expertise in Canadian defence policy and procurement, the ability to navigate classified environments, and the strategic acumen to shape multi-year account plans that align AWS capabilities with Canada's evolving defence priorities.

Key job 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 as a mission enabler
- Negotiate and close deals within government procurement machinery and frameworks
- Lead cross-functional teams (SAs, TAMs, ProServe, Partner Dev) to execute account strategies to deliver results
- 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
- Develop and optimize org-level processes, playbooks, and SOPs for NSD account management
- Mentor others and scale engagement models beyond assigned accounts
- Present strategies and business reviews to senior leaders; contribute to MBR/QBRs and business narratives
- Align stakeholder views and influence others toward the best, most productive path forward

About the team
The AWS Canada National Security & Defence team drives cloud adoption across the Department of National Defence, the Canadian Armed Forces, Defence Research and Development Canada (DRDC), and the broader Defence Industrial Base. The team operates within AWS Worldwide Public Sector and works closely with global NSD counterparts to import proven solutions and leverage allied relationships.

You will collaborate with sales leadership and the extended NSD team — including Solutions Architects, Technical Account Managers, ProServe, and Partner Development — to build go-to-market strategies focused on delivering long-term revenue and cloud adoption at scale. The team works at the intersection of national security transformation, government policy, and cloud innovation — a unique and high-impact mandate within AWS.

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 in a customer-facing role or equivalent
- 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, both business and technical
- Knowledge of AWS or cloud technologies
- Existing relationships within DND, CAF, DRDC, or Canadian DIB companies (e.g., Lockheed Martin, General Dynamics, CAE, Calian)
- Experience with classified environments and the unique requirements of defence cloud adoption
- Knowledge of allied defence cooperation frameworks (Five Eyes, NATO, NORAD modernization)
- Understanding of Canada's Defence Policy framework (e.g., "Our North, Strong and Free") and major capital programs
- Experience positioning cloud or digital transformation solutions within large capital acquisition programs ($100M+)
- Active Government of Canada security clearance (Secret or above) or ability to obtain one
- Bilingual (English/French) is an asset

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