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Description

The companies that design, build, and maintain the systems protecting national security are transforming how they operate — and AWS is their partner in that transformation. The Defense Industrial Base (DIB) — the network of prime contractors, defense manufacturers, and technology companies that power the U.S. military — is one of the most strategically important and fastest-evolving ecosystems in the world.

AWS is seeking a Senior Account-Based Marketing (ABM) Manager to lead targeted partner marketing programs for a defined portfolio of Defense Industrial Base companies. Unlike roles focused on direct government agency engagement, this position is specifically focused on the partner and contractor ecosystem — the prime contractors and emerging defense tech companies that serve the defense and national security agencies and depend on AWS to power their platforms, products, and mission systems.

You will design and execute “sell to” marketing plans, joint go-to-market initiatives, and account-specific campaigns that deepen AWS's relationships with DIB partners, accelerate cloud adoption, and drive measurable pipeline outcomes. This is a senior individual contributor (IC) role that requires a rare combination of ABM expertise, partner/channel marketing experience, and fluency in the defense industrial landscape.

What makes this role unique:
This is not a demand-generation role. It is not a direct government marketing role. It is a strategic partner marketing role in one of the most complex and consequential ecosystems in the world — requiring someone who can navigate the intersection of commercial cloud marketing, defense industry dynamics, and partner channel strategy.

What you'll accomplish in your first 90 days:
- Build a deep understanding of your named DIB partner accounts — their business models, AWS usage, and strategic priorities
- Establish relationships with AWS Partner team counterparts aligned to your accounts
- Audit existing co-marketing programs and identify gaps and opportunities
- Launch your first joint initial marketing activations with a priority DIB partners

Why this role:

- Unique market position: AWS is the cloud provider of choice for the defense industrial base — you'll be marketing from a position of strength
- Strategic importance: The DIB is one of AWS's highest-priority partner segments — this role has direct visibility to senior AWS leadership and customer leadership across the Public Sector
- Unmatched portfolio: AWS offers the broadest and deepest cloud and AI capabilities of any provider — including GovCloud, classified environments, and purpose-built defense solutions
- Collaborative team: You'll work alongside world-class partner managers, solutions architects, and industry marketers who are deeply invested in your success

Key job responsibilities
- Design and execute 1:1 and 1:few ABM programs for a defined portfolio of Defense Industrial Base partner accounts, aligned to AWS partner strategy and sales priorities
- Develop account-specific messaging, content, and co-marketing programs that articulate the value of AWS for defense contractors and defense tech firms — from cloud infrastructure to generative AI to mission-critical workloads
- Partner closely with AWS Partner teams, field sales, solutions architects, and business development to align marketing activity to partner account plans and joint pipeline goals
- Build and manage executive engagement programs with DIB partner leadership, including joint briefings, co-branded events, and thought leadership initiatives
- Navigate partner-channel dynamics — understanding how to create marketing programs that serve both AWS's goals and the partner's go-to-market objectives
- Measure and report on program performance, including pipeline influenced, partner engagement, co-marketing ROI, and joint opportunity creation
- Collaborate with the broader AWS Industry Marketing team to share insights and scale best practices across the defense and national security vertical
- Represent AWS at key defense industry events, contractor forums, and partner summits


A day in the life
AWS Industry Marketing is responsible for driving revenue, adoption, and growth from the largest and fastest growing Defense Industrial Base partners and enterprise-level customers including public sector customers in the DIB and US Government. The Industry Marketing ABM team focuses on building and executing the most effective, tailored and integrated plans for priority 1:1 partners and clusters of partners via 1:Few. The Sr DIB ABM Marketer will partner with Sales and other enabling teams to research key partners, develop go-to-market plans, and execute those events and engagements that help drive revenue. This role will interact with Sales teams focused on the Defense Industrial Base partners, US Department of Defense and Intelligence Community, and product and service teams developing innovative solutions for the Defense Industrial Base.

What success looks like:

At 6 months: You have active ABM programs running across your DIB partner portfolio; co-marketing initiatives are live with at least two priority partners; partner engagement scores are trending upward.
At 12 months: You are a trusted marketing partner to both your AWS Partner team counterparts and your DIB partner contacts; joint pipeline influenced is tracking to target; you have developed at least one scalable DIB “sell to” playbook that can be replicated across the team.


About the team
AWS Marketing leads the charge in cloud innovation, inspiring and empowering customers and partners to unlock their cloud potential. We shape AWS's industry perception through compelling narratives that demonstrate our leadership in AI and transformative solutions, while driving customer growth across our vast service portfolio. Our team delivers personalized, connected experiences that foster AWS adoption across diverse industries, continuously adapting our strategy to stay ahead in our digital-first world. Join our forward-thinking team to shape the future of cloud computing, contributing to strategic initiatives that respond to evolving technology, industry, and customer requirements. You'll collaborate globally to translate complex technology into clear, valuable solutions, creating impactful programs that drive AWS's growth in an inclusive, collaborative environment where diverse perspectives and bold thinking thrive.