At a Glance
- Tasks: Drive revenue growth and build strategic partnerships in the UK Defence sector.
- Company: Join AWS, a leader in cloud technology with a mission-focused team.
- Benefits: Competitive salary, diverse work culture, and opportunities for professional growth.
- Other info: Dynamic role with opportunities to influence national security outcomes.
- Why this job: Make a real impact in defence by leveraging cutting-edge cloud and AI technologies.
- Qualifications: Sales experience in cloud technology and strong relationship-building skills required.
The predicted salary is between 63000 - 77000 £ per year.
Own and grow AWS's most strategic UK Defence Industrial Base (DIB) partnerships. As a Partner Account Manager on the AWS Worldwide Public Sector (WWPS) Global Defence Partners team, you are the single-threaded business owner for a portfolio of UK DIB partners — defence-sector systems integrators, consulting partners, and technology partners running global mission programs — aligned to GDP's Global Account Manager (GAM) construct.
You will individually drive significant revenue across sophisticated Aerospace & Defence, national security, and mission-program customers. Owning the partner relationship end-to-end, you'll shape how AWS cloud and AI capabilities — AI/ML, HPC, advanced analytics, digital engineering, and manufacturing modernization — map to partners' most complex workloads, and translate that into value propositions that resonate with defence stakeholders.
This is not a traditional account-management role. It requires hands-on cloud fluency, value-based selling, and the ability to operate independently and earn trust with both technical practitioners and executives across complex, multi-domain engagements. This is an individual-contributor role with regional business leadership for a portfolio of UK DIB partners.
Key job responsibilities
- Sell & grow revenue
- Own end-to-end revenue growth, executive alignment, and joint mission outcomes for your assigned UK DIB accounts.
- Apply value-based selling — business-case development, ROI analysis, customer references — to expand each partner's AWS consumption and win co-sell opportunities across defence end-customers.
- Build and execute a multi-year strategic sales plan; maintain accurate pipeline and forecast with disciplined rigor.
- Manage the partnership
- Drive CxO-level relationships and executive sponsorship with assigned partners.
- Own joint business planning — shared goals, joint GTM motions, co-sell targets — and drive execution through regular cadence and interlock.
- Accelerate partner enablement, certification, and competency attainment (AWS Partner Network / co-sell programs and, where applicable, Marketplace and private offers) to grow partner-sourced and partner-influenced revenue.
- Lead joint pursuits by orchestrating AWS Account Executives, Partner Solutions Architects, and SMEs to close high-value opportunities.
- Bring defence expertise & navigate public sector
- Bring deep defence-industry expertise — prime/sub and teaming relationships, mission-critical and classified workflows, sovereignty and accreditation requirements, and A&D operational constraints.
- Navigate public-sector procurement and contracting vehicles to position AWS and partner solutions for competitive wins.
- Deliver executive business reviews; escalate roadblocks quickly to maintain deal momentum.
A day in the life
In the Morning: you're in a boardroom, aligning a partner's CxO on a joint mission roadmap and securing executive sponsorship. After lunch, you're whiteboarding with Solutions Architects and partner engineers to map AWS cloud and AI to a mission-critical workload, then pressure-testing the business case for a co-sell win. In the Afternoon: you're rallying the extended AWS team to unblock an accreditation milestone, then prepping an executive business review.
You move fluidly between boardroom and build environment — turning mission outcomes into revenue. If you want your work to matter where the mission does, this is your seat.
About the team
GDP is AWS WWPS' mission-focused partner sales organization. We don't just sell cloud — we help defence partners turn mission outcomes into revenue. Executing WWPS-Partner's 2026 priorities — Global Defence Expansion and Expanding Disruptive Defence Partners — we deepen AWS's footprint across national security and defence while backing the partners reinventing how defence gets built. You'll join a hand-picked team with backgrounds spanning DoD, intelligence, IT operations, and product management, united by customer obsession that starts at the warfighter and a bias to earn trust through results, not activity. If the mission matters to you, so will this team.
Basic qualifications
- Experience in sales or sales management of infrastructure or cloud technology
- Experience identifying, developing, negotiating, and closing large-scale technology deals
- Experience with government procurement and contracting process
- Experience in business development, partner development, sales or alliances management
- Experience reaching and exceeding sales revenue goals
Preferred qualification
- Experience in Go-To-Market, Business Development, Sales, or Consulting
- Experience influencing innovation through a partner ecosystem with either solutions or programs that have demonstrated success at enterprise customers
- Experience managing joint GTM success with technology partners, including development and tracking of joint sell-with and sell-through business activities
- Experience exceeding sales targets using a consultative, solutions-focused approach or equivalent
- Experience in professional or military IT-related roles
- Active or previously held UK Security Clearance (SC or higher) strongly preferred.
Partner Account Manager, WWPS Global Defence Partners in London employer: AmazonWebServices
At Amazon Web Services (AWS), we pride ourselves on being an exceptional employer, offering a dynamic work culture that fosters innovation and collaboration. As a Senior Delivery Consultant (DevOps) in the UK, you'll have the opportunity to work closely with diverse clients, driving their cloud success while benefiting from extensive mentorship and professional growth opportunities. Our commitment to inclusion and employee empowerment ensures that every team member can thrive and contribute meaningfully to our mission of delivering cutting-edge cloud solutions.
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We think this is how you could land Partner Account Manager, WWPS Global Defence Partners in London
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We think you need these skills to ace Partner Account Manager, WWPS Global Defence Partners in London
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