* 10+ years of technology related sales or business development experience
* 5+ years of sales experience in the U.S. Federal government with a track record of quota attainment.
* 5+ years of experience across Intelligence Community including DoD IC elements
* BA/BS degree
* Current, active US Government Security Clearance of Top Secret or above
Amazon Web Services is seeking a Principal Sales Executive to support our Intelligence Community customers. This role is based in the Northern Virginia + Washington, DC area.
In In this role, you will have the exciting opportunity to help drive the growth and shape the future of an emerging technology at a US Intelligence Community Agency, specifically, the Federal Bureau of Investigation (F.B.I.). Your responsibilities will include building and growing a team and portfolio focused on driving revenue, adoption, and market penetration in the IC. This includes developing overall business and go-to-market strategies, collaborating across AWS, and engaging with customers and prime contractors to influence and accelerate adoption.
The role requires a professional who is experienced in sales, opportunity management, business development, and capture activities for emerging technology programs in National Security. The ideal candidate will have (1) expertise operating in entrepreneurial and highly matrixed environments, (2) the ability to translate customer requirements into technology solutions, and (3) past performance growing national security programs. Candidates should have an understanding of the respective community infrastructures, policies, and operational performance requirements.
Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have twelve employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. We have innovative benefit offerings, and we host annual and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences. Amazon’s culture of inclusion is reinforced within our 16 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.
Work/Life Balance
Our team also puts a high value on work-life balance. Striking a healthy balance between your personal and professional life is crucial to your happiness and success here, which is why we aren’t focused on how many hours you spend at work or online. Instead, we’re happy to offer a flexible schedule so you can have a more productive and well-balanced life—both in and outside of work.
Mentorship & Career Growth
Our team is dedicated to supporting new members. We have a broad mix of experience levels and tenures, and we’re building an environment that celebrates knowledge sharing and mentorship. We care about your career growth and strive to assign projects based on what will help each team member develop into a better-rounded professional and enable them to take on more complex tasks in the future.
This position requires that the candidate selected be a U.S. citizen and must currently possess an active Top Secret security clearance. The position further requires that, after start, the selected candidate obtain and maintain an active TS/SCI security clearance.
This position is based in the DC metro area.
Key job responsibilities
* Meet regularly with national security executives and mission owners to understand their mission requirements.
* Drive revenue and market share in a defined region
* Accelerate customer adoption and customer satisfaction
* Maintain a robust sales pipeline
* Work with partners to extend reach & drive adoption
* Manage contract negotiations
* Develop long-term strategic relationships
About the team
As a high performing sales organization, the team serves as a trusted partner to end users and agency leadership. We enjoy working hard, and our team also puts a high value on work-life balance. It isn’t about how many hours you spend at home or at work; it’s about the flow you establish that brings energy to both parts of your life. We believe striking the right balance between your personal and professional life is critical to life-long happiness and fulfillment.
We are open to hiring candidates to work out of one of the following locations:
Herndon, VA, USA
*10+ or more years selling cloud services into the Intelligence Community or DOD buying centers. Prefer track records of overachieving individual sales quota.
*Formal sales training in Value Selling, Challenger, or similar sales methodology with demonstrable track record of successfully selling technology products and services.
*Certifications in Amazon Web Services including Cloud Practitioner, Machine Learning, and/or Solutions Architect
*Experience developing capture plans, power mapping, competitive business intelligence reports, project schedules, price-to-win models, and pursue/no-pursue recommendations with the Federal Government.
*Demonstrable presentation skills and the ability to write white papers, proposals, or other client facing materials, especially to executive audiences.
*Meets/exceeds Amazon’s leadership principles for this role.
*Meets/exceeds Amazon’s functional/technical depth and complexity.
Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.
