The Amazon Web Services National Security team is seeking a Principal Account Executive to drive digital transformation initiatives for Intelligence Community customers. This strategic leadership role combines National Security and Defense mission domain expertise with technical depth in AWS cloud services and their application to IC missions, positioning the successful candidate as a strategic leader to drive large-scale, mission-critical technology modernization and digital transformation initiatives across government agencies. Based in Northern Virginia/Washington, DC area, this role requires building and maintaining executive-level relationships while leading matrixed teams delivering transformational cloud-based mission solutions that advance national security objectives.

This position requires that the candidate selected be a US citizen and must currently possess and maintain an active TS/SCI security clearance with polygraph

Key job responsibilities

Strategy and Growth Execution:

• Identify and drive multi-year strategic plans and transformation roadmaps for critical government initiatives aligned with national security objectives, grounded in technical feasibility and AWS cloud service capabilities.
• Understand and represent cross-agency transformation programs from capture through implementation and delivery to senior government and AWS leadership, demonstrating command of technical architectures, data governance, and cloud infrastructure decisions
• Partner with senior government executives and agency leadership to develop execution strategies for mission-critical technology initiatives
• Shape technology roadmaps and business cases for major cloud investment opportunities

Program Management & Delivery:

• Own end-to-end delivery of large, complex, and strategic programs across multiple interconnected work streams and teams
• Develop and manage detailed project plans, roadmaps, and execution timelines while ensuring predictability and quality
• Oversee resource alignment, monitor program performance, and manage risk mitigation across classified and sensitive initiatives

Stakeholder Engagement & Relationship Building:

• Build and maintain strong relationships with senior government officials, agency leadership, and mission owners
• Foster coalition support for major transformation programs and drive capture strategy for strategic opportunities
• Create alignment between AWS leadership, delivery teams, and IC stakeholders

Cross-Functional Collaboration & Execution:

• Collaborate with matrixed teams including service delivery, capture, security, legal, and technical organizations
• Guide both strategic and tactical decision-making to deliver complex cross-team programs
• Partner with technical teams to ensure mission-critical solutions and services align with government requirements

About the team
As a high performing sales organization, the team serves as a trusted partner to end users, agency leadership, and the policy community. 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.

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

• Background in Intelligence Community or federal national security agencies, with technical working knowledge of IC operations, data flows, and mission systems
• Experience with complex technology modernization programs, particularly those involving legacy system migration, data integration, and cloud-native transformation
• Deep understanding of national security considerations and inter-agency dynamics
• Strategic experience at cabinet-level or equivalent government leadership levels
• US Citizen with ability to maintain and renew required security clearances

Preferred Qualifications

• Knowledge of government contracting laws, rules and regulations including, but not limited to, commercial items contracting requirements, Federal Acquisition Regulations (FAR), and Defense Federal Acquisition Regulation (DFAR)
• Previous AWS or enterprise cloud platform sales/program leadership experience

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, 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, VA, Herndon - 170,000.00 - 230,000.00 USD annually