Senior Sales Manager, National Security and Defence Leader - Canada Public Sector

AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector.

Would you like to lead our National Security and Defence (NatSec) sector business in Canada? Would you like to create business strategies and build your own team focused on increasing awareness and adoption of Amazon Web Services (AWS) in the Security and Intelligence space?

Do you have the business savvy, government sales experience and the technical background necessary to further establish Amazon as a leading cloud platform provider for Defence?

Can you be a sales manager AND a business leader within a high growth market? Are you passionate about the public sector and achieving mission outcomes?

Our Canada's Public Sector (CANPS) team is looking for an accomplished Sales Leader to drive growth strategies for the Government of Canada's Defence and National Security agencies.

As the NatSec Leader, you will have an exciting opportunity to help shape the future of AWS.

Your responsibilities will include building and managing a high performance team focused on driving revenue, adoption, and market penetration in the territory.

This includes developing overall business and go-to-market strategies, and collaborating with the internal stakeholders and executives supporting Canada sales, including the AWS Partner Network (APN), Solutions Architecture, Business Development, Marketing, and Professional Services to meet objectives.

You will also work closely with other Five-Eyes Alliance members, Defence System Integrators and Solutions teams to define and execute strategic Defence Programs and initiatives.

The ideal candidate will possess a sales management background that enables them to lead a team of senior enterprise sellers.

In this role you will have the ability to communicate effectively across multiple technical and non-technical business units.

The ideal candidate will possess an Defence or Intel business development / sales background that enables the NatSec Leader to work backwards from customer’s outcomes to help build longer term business relationships with our customers.

Roles & Responsibilities :

• Build and lead a high performance enterprise sales team
• Assign sales territories, set goals and quota, and ensure proper enablement for the sales team
• Manage and coach the sales team to optimal performance
• Drive revenue and market share in a defined region
• Accelerate customer adoption and customer satisfaction
• Maintain a robust sales pipeline
• Work with partners to extend reach & drive adoption
• Manage contract negotiations
• Develop long-term strategic relationships with key accounts

Basic qualifications :

• 10 years of experience in the Canadian Defence & Military Market, or National Security Agencies.
• 10 years of experience in building go to market strategies
• 10 years of relevant work experience in technology enabled consultative, solutions development, product management, product marketing, business development, and / or transformation roles.
• Bachelor’s degree in relevant field is required or work experience equivalent

Preferred qualifications

Self-starter who can develop strategy and programs, but has the field level experience and credibility to execute directly with Partners, Customers and field sales.

Excellent business and financial acumen with ability to write narratives.

• Operational excellence mind-set and experience.
• Excellent problem-solving skills. Adept at simplifying complexity and developing strategic propositions.
• Ability to manage portfolio of cross-functional programs and projects - work prioritization, planning, collaboration, and management.
• Proven track record of taking ownership and driving results. Ability to effectively lead and work with a variety of organizations, management levels, cultures, and personalities.

Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have ten employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally.

We have innovative benefit offerings, and we host annual and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences.

Amazon’s culture of inclusion is reinforced within our 14 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.

About the team

Diverse Experiences

AWS values diverse experiences. Even if you do not meet all of the 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

Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences.

Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

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 flexible work hours and arrangements are part of our culture.

When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

Hybrid Work

We value innovation and recognize this sometimes requires uninterrupted time to focus on a build. We also value in-person collaboration and time spent face-to-face.

Our team affords engineers options to work in the office every day or in a flexible, hybrid work model near one of our Amazon offices.

Our hybrid models allow you the freedom to work from home whenever in-office collaboration isn’t necessary.

BASIC QUALIFICATIONS

• 10+ years of sales management experience
• Experience in management of large, complex enterprise accounts or equivalent
• 10+ years of technology related sales, business development or equivalent experience

PREFERRED QUALIFICATIONS

• Bachelor's degree or equivalent
• 10+ years of industry / governement experience
30+ days ago