Principal Account Executive, National Security & Defence (NSD), Public Sector Sales, New Zealand
Wellington, New ZealandOn-siteFull-timeSenior · 15+ yearsH1B likely
About this role
Provide credible, highly specialised expertise to New Zealand's NSD community, to bring the best of AWS to the mission.
As an Principal Account Executive for NSD you are expected to have technical knowledge and accumulated experience in the defence industry or the defence industrial base. You are expected to be able to maintain security clearances and interact with customer leaders across their fields of expertise.
Work closely with Australian colleagues and the wider AWS defence community to support solutions that are adapted for New Zealand, but interoperable amongst partners.
Key job responsibilities
Ambiguity
- You set and deliver the vision, strategy, and results as the problem, opportunity, and strategy are often not be defined.
- You lead others as a subject matter expert in your domain through large, challenging initiatives and you are able to distinguish between one-way and two-way doors.
- You use your significant expertise and high judgement to distil diverse inputs from large customer segments and stakeholders to design/create/drive the right long-term solution.
- You deliver with independence and discernment.
Scope and Influence
- You influence the team priority and business strategy of an org (deep expertise may focus narrower).
- You work on and across multiple programs.
- You may own a roadmap and/or portfolio /suite of products.
- You may work across multiple orgs and/or countries to meet a narrower goal.
- You develop future leaders and participate in the recruitment process.
Execution
- Your work is strategic and you are the primary owner on projects.
- You handle significantly complex problems and/or efforts, decisions, and escalations.
- You determine the right long-term strategy.
- You identify, prioritize, and tackle significantly complex problems, acquiring knowledge and skills as needed.
- You determine where resources are best applied and actively work to remove bottlenecks.
- You create scalable mechanisms and best practices as well as educate others on them.
- You are responsible for significantly complex, persistent initiatives/programs/projects/problems/decisions/escalations where the methodology, requirements, customer needs, and/or technical feasibility may not be defined.
- You identify and mitigate risks before they become roadblocks by deconstructing them into the appropriate simplicity. and make trade-offs between opportunity vs. resources vs. sustainability.
- You effectively force multiply by working within your org to influence team priorities, business strategies, and goals through data-driven contributions in relation to the business need.
Communication
- You communicate effectively, both verbally and in writing, to all types of audiences and are able to write effective narratives (e.g., PRFAQs, and/or other strategic documentation such as 3YP efforts) and present them to senior leadership.
- You own inputs into OP1/OP2.
- You are trusted to present decisions to leaders three levels above you (L10/L11).
- You are proficient in communicating with a global population across locales, roles, and functions.
- When communicating, you ask the hard questions and are able to decompose significantly complex problems into straightforward solutions.
- You build consensus and align teams toward coherent strategies.
- You foster a psychologically safe culture, making space for members within your team/org to contribute to conversations independent of their level.
- You lead by example and encourage positive and constructive feedback when leading and/or participating in the evaluation of one another's work (doc reviews, code reviews, peer reviews, etc.).
Impact
- Your work impacts organizational goals.
Process Improvement
- You actively work to remove bottlenecks for operational excellence.
- You set the standard for process improvements and operational excellence.
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 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 in the cloud
- Experience in full sales cycle, technology sales, sales engineering/consulting or equivalent business development
- Experience with government procurement and contracting process
- Experience with C-level sales and strategic partnership building
- Experience completing complex tasks quickly with little to no guidance and react with appropriate urgency to situations that require a quick turnaround, or experience prioritizing and handling multiple assignments at any given time while maintaining commitment to deadlines
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.
As an Principal Account Executive for NSD you are expected to have technical knowledge and accumulated experience in the defence industry or the defence industrial base. You are expected to be able to maintain security clearances and interact with customer leaders across their fields of expertise.
Work closely with Australian colleagues and the wider AWS defence community to support solutions that are adapted for New Zealand, but interoperable amongst partners.
Key job responsibilities
Ambiguity
- You set and deliver the vision, strategy, and results as the problem, opportunity, and strategy are often not be defined.
- You lead others as a subject matter expert in your domain through large, challenging initiatives and you are able to distinguish between one-way and two-way doors.
- You use your significant expertise and high judgement to distil diverse inputs from large customer segments and stakeholders to design/create/drive the right long-term solution.
- You deliver with independence and discernment.
Scope and Influence
- You influence the team priority and business strategy of an org (deep expertise may focus narrower).
- You work on and across multiple programs.
- You may own a roadmap and/or portfolio /suite of products.
- You may work across multiple orgs and/or countries to meet a narrower goal.
- You develop future leaders and participate in the recruitment process.
Execution
- Your work is strategic and you are the primary owner on projects.
- You handle significantly complex problems and/or efforts, decisions, and escalations.
- You determine the right long-term strategy.
- You identify, prioritize, and tackle significantly complex problems, acquiring knowledge and skills as needed.
- You determine where resources are best applied and actively work to remove bottlenecks.
- You create scalable mechanisms and best practices as well as educate others on them.
- You are responsible for significantly complex, persistent initiatives/programs/projects/problems/decisions/escalations where the methodology, requirements, customer needs, and/or technical feasibility may not be defined.
- You identify and mitigate risks before they become roadblocks by deconstructing them into the appropriate simplicity. and make trade-offs between opportunity vs. resources vs. sustainability.
- You effectively force multiply by working within your org to influence team priorities, business strategies, and goals through data-driven contributions in relation to the business need.
Communication
- You communicate effectively, both verbally and in writing, to all types of audiences and are able to write effective narratives (e.g., PRFAQs, and/or other strategic documentation such as 3YP efforts) and present them to senior leadership.
- You own inputs into OP1/OP2.
- You are trusted to present decisions to leaders three levels above you (L10/L11).
- You are proficient in communicating with a global population across locales, roles, and functions.
- When communicating, you ask the hard questions and are able to decompose significantly complex problems into straightforward solutions.
- You build consensus and align teams toward coherent strategies.
- You foster a psychologically safe culture, making space for members within your team/org to contribute to conversations independent of their level.
- You lead by example and encourage positive and constructive feedback when leading and/or participating in the evaluation of one another's work (doc reviews, code reviews, peer reviews, etc.).
Impact
- Your work impacts organizational goals.
Process Improvement
- You actively work to remove bottlenecks for operational excellence.
- You set the standard for process improvements and operational excellence.
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 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 in the cloud
Basic Qualifications
- 15+ years of professional or military experiencePreferred Qualifications
- 8+ years of technology sales, or 5+ years of technology sales experience- Experience in full sales cycle, technology sales, sales engineering/consulting or equivalent business development
- Experience with government procurement and contracting process
- Experience with C-level sales and strategic partnership building
- Experience completing complex tasks quickly with little to no guidance and react with appropriate urgency to situations that require a quick turnaround, or experience prioritizing and handling multiple assignments at any given time while maintaining commitment to deadlines
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.