The organizations responsible for defending the United States are undergoing a profound technological transformation — and AWS is at the center of it. The AWS Industry Marketing team supports defense and national security customers as they modernize mission-critical systems using the world's most advanced cloud infrastructure, generative AI, and industry solutions.
We are seeking a Senior Account-Based Marketing (ABM) Manager to lead high-impact, targeted marketing programs for the defense and national security community. In this role, you will design and execute strategic ABM programs that drive awareness, engagement, and pipeline growth within a defined set of named government accounts — helping defense leaders understand how AWS capabilities can transform their missions.
This is a senior individual contributor (IC) role requiring both strategic vision and hands-on execution. You will work at the intersection of marketing, field sales, and government relations with direct influence on how AWS shows up for some of the most consequential customers in the world. This role focuses on direct engagement with U.S. government defense agencies and their leadership.
What you'll accomplish in your first 90 days:
- Map the key stakeholders and buying centers within your named account set
- Partner with Product Marketing teammates to audit existing marketing touchpoints and identify gaps in the customer journey
- Partner with your ABM teammates to develop your ABM account plans in alignment with field sales and solutions architects
- Lead targeted ABM activations, including events, content, and campaign customization and establish baseline engagement metrics
Why this role:
- Mission that matters: You'll help the organizations protecting national security leverage the most advanced technology in the world
- Unmatched portfolio: AWS offers the broadest and deepest cloud and AI capabilities of any provider — you'll have world-class tools to market
- Visibility and influence: This role sits at the intersection of AWS's most strategic growth priorities — defense, national security, and generative AI
- Collaborative team: You'll work alongside some of the most talented marketers, technologists, and government affairs professionals in the industry
Key job responsibilities
- Design and execute 1:1 and 1:few ABM programs for a defined portfolio of defense and national security accounts, aligned to account-level business objectives and AWS sales priorities
- Develop account-specific messaging, content, and campaigns that translate AWS cloud and generative AI capabilities into mission-relevant value propositions for defense audiences
- Partner closely with AWS field sales, solutions architects, government affairs, and partner teams to align marketing activity to account strategy and pipeline goals
- Build and manage executive engagement programs, including briefings, roundtables, and immersive experiences tailored to senior defense decision-makers
- Measure and report on ABM program performance, including pipeline influenced, account engagement scores, and campaign ROI — continuously optimizing based on data
- Collaborate with the broader AWS Industry Marketing team to share insights, scale best practices, and contribute to the overall defense and national security go-to-market strategy
- Represent AWS at key defense and national security industry events, conferences, and forums
A day in the life AWS Industry Marketing is responsible for driving revenue, adoption, and growth from the largest and fastest growing enterprise-level customers including public sector customers in the defense and national security sectors of the US government. The Industry Marketing ABM team focuses on building and executing the most effective, tailored and integrated plans for priority 1:1 customers and clusters of customers via 1:Few. The Sr Defense & National Security ABM Marketer will partner with Sales and other enabling teams to research key customers, 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 US Defense and Intelligence Community, Global Defense Industrial Base Partners, and product and service teams developing innovative solutions for defense.
What success looks like:
At 6 months: Your named accounts show measurable increases in engagement scores; you have active ABM programs running across your account portfolio; pipeline influenced is tracking to target. At 12 months: You are a trusted marketing partner to your field sales counterparts; your programs are contributing meaningfully to AWS revenue in the defense and national security vertical; you have identified and scaled at least one repeatable ABM play 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.
Basic Qualifications
- 6+ years of developing and managing acquisition marketing or channel programs experience
- Experience using data and metrics to drive improvements
- Experience with Excel or Tableau (data manipulation, macros, charts and pivot tables)
- Experience building, executing and scaling cross-functional marketing programs
- Experience developing and executing campaigns across a multitude of timezones and languages
Preferred Qualifications
- Experience driving direction and alignment with large cross-functional teams and agency partners
- Experience designing and executing joint marketing plans with strategic alliance partners with global footprint
- Experience with government procurement and contracting process
- Experience in the defense or national security industry
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
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.
The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.
USA, VA, Arlington - 118,200.00 - 160,000.00 USD annually