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Description

Amazon Web Services (AWS) is seeking an experienced Principal Account Manager to lead and grow strategic customer relationships within the Australia and New Zealand (ANZ) Public Sector. This is a senior individual contributor role responsible for defining long-term account strategy, driving revenue growth, and positioning AWS as the trusted cloud partner for government and public sector organisations undertaking digital transformation.

The Principal Account Manager will operate independently in a complex, ambiguous environment — influencing internal AWS teams and external stakeholders to accelerate mission-critical cloud adoption. You will work at the intersection of public sector transformation and cloud innovation, shaping multi-year account plans that align AWS capabilities with customer priorities.

Key job responsibilities
Define and own long-term account strategy for strategic public sector accounts, making high-judgement trade-offs between short-term revenue and long-term positioning

Build and maintain executive-level relationships across government agencies, industry partners, and system integrators

Navigate complex stakeholder landscapes and influence customer strategic direction toward cloud adoption as a mission enabler

Negotiate and close deals within government procurement frameworks and contracting processes

Lead cross-functional teams

Own full pipeline management from prospecting through close; be data-driven on metrics, adoption, and revenue growth

Proactively identify and mitigate risks; establish business cases for long-cycle public sector procurement

Present strategies, business reviews, and narratives to senior leadership

Mentor and develop team members; contribute to org-level processes, playbooks, and best practices

Represent AWS at industry events, conferences, and customer forums

Stay current on public sector trends including digital transformation policy, AI/ML adoption, cybersecurity, and sovereign cloud requirements