AI Technical Sales - Account Manager, DoW

Application deadline: Oct 31, 2026 The Department of War is undergoing a rapid, consequential AI-enabled transformation. Frontier AI is moving from research programs to operational capability, and the infrastructure decisions made in the next 24 months will determine which missions can field it. Cloud is no longer an IT modernization story. It is the substrate for training, deploying, and sustaining AI at mission scale. We are looking for a technologist who can operate at the intersection of frontier AI and national security. As an Account Manager on the AWS Global Defense AI team, you will partner directly with the team's senior AI strategist to drive the technical go‑to‑market strategy, manage the AI opportunity portfolio, and accelerate adoption across the Department's most consequential defense accounts. You will earn trust with the military and civilian leaders responsible for fielding these capabilities, translate mission requirements into technical use cases, and qualify and progress the largest AI opportunities in the federal market. Who You Are You are a builder who thrives in ambiguity. You can defend a technical position in front of a skeptical government chief engineer in the morning and translate the same material into a funding argument for a resource sponsor in the afternoon. You understand how the Department buys, how programs are structured, and what it takes to move a requirement from concept to contract. You have worn the uniform or worked close enough to it that the mission is not an abstraction. • You speak the language of the mission, the program office, and the model training run • You hold technical credibility in machine learning, earned by building or deploying real systems • You understand AI infrastructure economics: accelerated computing, high‑performance networking, and the cost structure of training and inference at scale • You are comfortable operating in a fast‑moving environment where strategy and execution happen simultaneously • You have genuine passion for the mission, not just the deal This position requires that the candidate selected be a US citizen and currently possess and maintain an active Top Secret/SCI security clearance. Key job responsibilities • Drive the AI portfolio. Manage and progress AI/ML opportunities across the Department of War portfolio, from enterprise data modernization to frontier model workloads at the tactical edge, partnering with the senior AI strategist to execute the overarching technical engagement strategy. • Execute go‑to‑market motions. Execute go‑to‑market motions. Build and deliver AI solution presentations, demonstrations, and technical proposals that connect AWS capabilities to validated mission needs. Own the preparation and follow‑through that turns strategy into pipeline. • Build relationships at echelon. Build relationships at echelon. Develop durable relationships with senior military leaders, SES civilians, chief engineers, program managers, and contracting officers through demonstrated technical depth and mission fluency. • Architect the mission case. Architect the mission case. Translate Department priorities, including CJADC2, autonomous systems, decision advantage, and AI‑enabled command and control, into technically credible AWS architectures and defensible business cases. • Support acquisitions. Support acquisitions. Assist in capture efforts on major federal vehicles and programs. Help mission owners structure requirements that can actually be built, funded, and fielded. • Coordinate pursuit teams. Coordinate pursuit teams. Work with Solutions Architects, service specialists, and partner teams on multi‑stakeholder engagements. Maintain the operational tempo and quality bar across concurrent pursuits. • Represent the customer. Represent the customer. Bring the voice of the warfighter back to AWS service teams to influence roadmap for AI, HPC, and secure cloud capabilities. About the team Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses. Diverse Experiences AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying. Why AWS? Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses. Inclusive Team Culture AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do. Mentorship & Career Growth We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional. Work/Life Balance We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve. Minimum qualifications - 7+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience - 3+ years in full-time industry or military work, or experience representing and advocating for a variety of critical customers and working cross-functionally - Experience building large-scale machine learning and AI solutions at Internet scale - Current, active TS/SCI US Government Security Clearance Preferred qualifications - Bachelor's degree or above in a quantitative field such as statistics, mathematics, data science, business analytics, economics, finance, engineering, or computer science, or experience working with or evaluating AI systems - 1+ years of military experience - Experience in customer acquisition, or experience in commercial tasks or environments - Ph.D. in operations research, applied mathematics, theoretical computer science, or equivalent, or SSCP (Systems Security Certified Practitioner) and 4+ years of working with or evaluating AI systems experience - Can communicate effectively with all levels of the organization Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status. Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. 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. The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits . USA, CA, Irvine - 142,800.00 - 193,200.00 USD annually USA, CA, San Diego - 142,800.00 - 193,200.00 USD annually USA, CO, Denver - 142,800.00 - 193,200.00 USD annually USA, TX, Austin - 142,800.00 - 193,200.00 USD annually USA, VA, Arlington - 142,800.00 - 193,200.00 USD annually USA, VA, Herndon - 142,800.00 - 193,200.00 USD annually USA, WA, Seattle - 142,800.00 - 193,200.00 USD annually