Are you passionate about applying AI to solve the most complex mission related challenges for Federal Civilian customers? Do you thrive at the intersection of cloud-native technology, federal procurement, and mission-driven impact?

AWS is seeking a Federal Civilian AI Sales and Go-to-Market Lead to drive AI strategy and sales execution with a focus on Federal Civilian market modernization programs. In this role, you will align AWS AI capabilities with mission-critical agency needs — translating complex technology into tangible outcomes for some of the most regulated and high-visibility environments in government.

You will own pipeline development, solution positioning, and partner ecosystem motions across a portfolio that spans supply chain optimization, fraud and abuse detection, and enterprise cloud migration and modernization. Working at the nexus of cloud-native AI and large-scale digital transformation, you will shape how federal civilian agencies adopt and scale AI — from concept to capture.

The ideal candidate brings a full-stack view of the federal sales cycle — from deal origination through delivery alignment — with prior experience in professional services sales, partner GTM, or federal business development. You are equally comfortable engaging agency mission owners, procurement stakeholders, and technical architects, and you know how to build the ecosystem motions that turn capability into contract.

This position requires that the candidate selected be a US Citizen.

Key job responsibilities
Own and drive the Go-to-Market strategy for assigned Solution Areas — Supply Chain Modernization, Fraud Waste & Abuse, Amazon Connect, Data Center/Mainframe Migrations, and Generative AI — across the Fed Civ Health portfolio, aligning AWS AI capabilities to agency mission priorities.

Serve as the connective tissue between Fed Civ Health account teams and specialized AWS resources including Pro Serve, Specialty Sales, Connect Sales, Global Migrations, and the GenAI Innovation Center — accelerating deal velocity across Pro Serve, Partner, and Utility revenue streams.

Build and manage qualified pipeline aligned to revenue targets by coordinating cross-functional pursuit teams spanning sales, solutions architecture, partners, and delivery. Develop territory-specific account strategies for Fed Civ Health customers, translating complex agency missions into actionable AWS solution plays.

Maintain deep knowledge of customer accounts, procurement vehicles, budget cycles, and competitive landscape to inform pipeline prioritization. Collaborate with Account Reps and Initiative Leads to shape and position offerings that are technically sound and competitively differentiated.

Orchestrate partner ecosystem motions to expand solution reach and accelerate time-to-award. Engage agency mission owners, CIOs, and procurement stakeholders through relationship building and thought leadership that establishes AWS as the trusted modernization partner for Fed Civ Health

About the team
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.

Basic Qualifications

• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• 5+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience
• Bachelor's degree
• Experience developing strategies that influence leadership decisions at the organizational level
• Experience explaining complex technical concepts to various business and technical audiences

Preferred Qualifications

• Experience interpreting data and making business recommendations
• Experience identifying, negotiating, and executing complex legal agreements

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.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). 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, VA, Arlington - 147,900.00 - 200,100.00 USD annually