Sales Leader, National Security and Defence, Public Sector Canada

The AWS Worldwide Public Sector (WWPS) Canada Team is seeking an experienced Sales Leader to help shape and build our National Security and Defence (NSD) business across Canada's defence, intelligence, public safety, and the security community — one of the most significant opportunities in the Canadian public sector.

The Sales Manager owns the overall NSD quota and revenue targets, sets multi-year strategy, and is responsible for managing and continuing to build a high-performance account team focused on customer mission outcomes. Operating at the intersection of national security, defence transformation, and cloud innovation, this leader engages senior government and industry executives and serves as the essential bridge between policy, procurement, sales, and technical teams. It requires sharp strategic focus to shape major program activities and modernization initiatives. This role exists to provide that focus — converting a strong pipeline into sustained, scalable revenue and establishing AWS as the trusted cloud partner across Canada’s NSD community.

This role calls for a leader who can operate with autonomy in highly complex environments while embodying Amazon’s Leadership Principles

Key job responsibilities
Key Responsibilities are:
- Recruit, coach, and develop Account Managers; set territory plans and performance bars; and remove blockers so the team can deliver at its best.
- Meet and exceed annual quota and multi-year revenue and growth commitments through accurate forecasting, disciplined qualification, and rigorous close-plan execution with the account teams.
- Work with stakeholders to position AWS early in major capital programs and lifetime-capability opportunities, influencing requirements before they are finalized.
- Cultivate trusted relationships with senior government decision-makers and Defence Industry executives, mobilizing global partners and allies where they add weight.
- Navigate the complex national defence and Defence Industrial Base (DIB) ecosystem to identify sponsors, unblock procurement, and accelerate adoption.
- Align policy, procurement, technical, and partner teams around a single account strategy, translating customer mission needs into cloud outcomes.
- Raise AWS’s profile across the defence and security community through speaking engagements, media, and targeted advocacy.
- Represent the voice of the customer internally, feeding program insights and requirements back to product and service teams.

A day in the life
- Demonstrated experience leading and developing sales/BD teams and owning a multi-million-dollar quota.
- Proven track record navigating complex, ambiguous, and long-cycle BD situations and closing large, strategic deals.
- Deep understanding of the Canadian defence, intelligence, and public safety landscape, including procurement processes and major capital programs.
- Executive presence with the ability to influence senior government officials and industry C-suite executives — must “sound like an executive” in a rank- and experience-conscious community.
- Strong strategic-thinking, account-planning, forecasting, and cross-functional collaboration skills.
- Eligibility to obtain and maintain Government of Canada security clearance (up to Secret or higher, as required).

BASIC QUALIFICATIONS

- 10+ years of senior leadership, or 10+ years of technology sales experience
- Bachelor's degree in a relevant field or equivalent work experience
- Domain experience in Canada National Security and Defence mandatory for this role.

PREFERRED QUALIFICATIONS

- Demonstrated experience leading and developing sales/BD teams and owning a multi-million-dollar quota.
- Proven track record navigating complex, ambiguous, and long-cycle BD situations and closing large, strategic deals.
- Deep understanding of the Canadian defence, intelligence, and public safety landscape, including procurement processes and major capital programs.
- Executive presence with the ability to influence senior government officials and industry C-suite executives — must “sound like an executive” in a rank- and experience-conscious community.
- Eligibility to obtain and maintain Government of Canada security clearance (up to Secret or higher, as required).

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

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