Amazon Web Services (AWS) is seeking an experienced Principal Account Manager to lead and grow strategic customer relationships within the Australia and New Zealand (ANZ) Public Sector. This is a senior individual contributor role responsible for defining long-term account strategy, driving revenue growth, and positioning AWS as the trusted cloud partner for government and public sector organisations undertaking digital transformation.
The Principal Account Manager will operate independently in a complex, ambiguous environment — influencing internal AWS teams and external stakeholders to accelerate mission-critical cloud adoption. You will work at the intersection of public sector transformation and cloud innovation, shaping multi-year account plans that align AWS capabilities with customer priorities.
Key job responsibilities
Define and own long-term account strategy for strategic public sector accounts, making high-judgement trade-offs between short-term revenue and long-term positioning
Build and maintain executive-level relationships across government agencies, industry partners, and system integrators
Navigate complex stakeholder landscapes and influence customer strategic direction toward cloud adoption as a mission enabler
Negotiate and close deals within government procurement frameworks and contracting processes
Lead cross-functional teams
Own full pipeline management from prospecting through close; be data-driven on metrics, adoption, and revenue growth
Proactively identify and mitigate risks; establish business cases for long-cycle public sector procurement
Present strategies, business reviews, and narratives to senior leadership
Mentor and develop team members; contribute to org-level processes, playbooks, and best practices
Represent AWS at industry events, conferences, and customer forums
Stay current on public sector trends including digital transformation policy, AI/ML adoption, cybersecurity, and sovereign cloud requirements
- 10+ years of technology sales experience
- Experience in management of large, complex enterprise accounts or equivalent
- Experience creating and implementing long-term transformational account strategies in a customer-facing role or equivalent
- Experience with government procurement and contracting process
- Experience engaging with and influencing C-level executives
- Bachelor's degree or equivalent
- Experience with enterprise-scale infrastructure or development-based cloud programs/projects in a related industry
- Knowledge of AWS or technology as a service (IaaS, SaaS, PaaS)
- Deep understanding of the ANZ public sector landscape including federal, state/territory, and local government structures
- Understanding of sovereign cloud requirements, data residency, and security accreditation frameworks (e.g., IRAP, NZISM, PROTECTED)
- Experience with digital transformation initiatives in healthcare, education, defence, or national security domains
- MBA or relevant postgraduate qualification
- Active Australian or New Zealand government security clearance (NV1/NV2) or ability to obtain one
Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.
IDE statement:
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
