Defence System Integrator - Business Development Manager

Last updated an hour ago
Location:Australia
Job Type:Full Time

Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for an experienced Business Development Manager to establish and develop relationships with Defence System Integrators (SI) and domestic defence contractors and startups active in the National Security sector. As a Business Development Manager within AWS Public Sector business, you will have the exciting and challenging opportunity to contribute to and deliver on our National Security sector partner engagement strategy, and to build mind share and adoption of the AWS cloud computing platform. Establishing and growing business and technical relationships, along with managing the day-to-day partner and customer interactions, you’ll be responsible for driving top line revenue growth and overall adoption, in collaboration with the National Security sales team.


The ideal candidate will have systems integration experience ideally within the Defence, Security or Emergency Services domain, also strategic sales experience in technology industries that enables them to confidently engage at the CxO level, as well as an ability to think strategically about business and technical challenges and convey compelling value propositions.

Roles & Responsibilities:
  • Development and execution of National Security joint sales and Go to Market (GTM) partnering strategy in alignment with account management plans
  • Establish and develop the partnering relationships with key Defence SI partners in Federal and State Governments, driving sales execution, training and certifications with partners
  • Engage the key account management and sales organization, and end customers to create and drive revenue opportunities for both parties that benefit the end-customer
  • Lead, nurture and support strategic pursuits alongside Capture team members, set and manage growth revenue targets and drive alignment with partners and AWS sales organizations to achieve and exceed goals.
  • Identify specific strategic customer pursuits together with the defence SI partner to approach, with a joint value proposition for using AWS.
  • Manage complex contract negotiations involving legal, marketing and business teams.

    BASIC QUALIFICATIONS

  • Experience working within the defence/national security industry.
  • Security clearance requirement, ideally NV2
  • Extensive sales and business development experience in the software/technology industry
  • Demonstrated ability to engage and influence C-level executives within major Defence SI’s and emerging domestic Defence contractors
  • Experience working with enterprise and mid-market focused partners and customers
  • Demonstrated track record of driving emerging/disruptive technologies eg. open source software, virtualization and Software as a Service delivery models
  • Track record of managing and selling to enterprise public sector organisations

    PREFERRED QUALIFICATIONS


  • Entrepreneurial experience in a digital innovation, product management or startup capacity
  • Experience in modern software development practices, devsecops, and data center / infrastructure / networking / telecommunications technologies
• Expertise in Cyber Security/AI/ML solutions