About the job
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.
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. 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. 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. 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. 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. 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. Bring the voice of the warfighter back to AWS service teams to influence roadmap for AI, HPC, and secure cloud capabilities.
Qualifications
Minimum
• 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
• 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