Senior Business Development Manager - National Security & Defence, Global Coalitions

Job ID: AWS EMEA SARL (UK Branch)

Would you like to be at the centre of how allied nations adopt cloud and AI technologies to meet the most pressing national security and defence challenges of our time? Do you have the commercial acumen, defence sector understanding, and drive to serve as the connected fabric between countries as they accelerate technology adoption at pace?

As a Senior Business Development Manager focused on National Security & Defence (NSD) Global Coalitions, you will have the opportunity to shape how AWS supports allied nations in building interoperable, secure, and scalable cloud and AI capabilities. This is not a single-country role. You will operate across borders, building relationships and go-to-market strategies that connect allied partners through shared technology platforms, enabling them to collaborate at speed against common threats.

The ideal candidate will be a commercially-minded business developer who understands the defence context deeply enough to articulate compelling cloud and AI value propositions to senior government and military leaders. You will be equally comfortable engaging at executive level across defence ministries, multilateral organisations, and the C-suite of consulting and technology partners. You will define and execute joint GTM strategies that bring the combined power of AWS and its partner ecosystem to bear on coalition requirements.

With AWS, our customers benefit from the fastest pace of innovation, the broadest and deepest functionality, the most secure computing environment, and the most proven operational expertise. In this role, you will shape how these capabilities translate into mission outcomes for allied nations working together to defend shared interests and values.

You will be part of a small, focused team of NSD domain and technical experts driven by customer mission. Your week will move between engaging allied defence leaders, connecting AWS country teams on shared requirements, shaping joint partner propositions, and representing AWS in multilateral forums where technology cooperation is being defined. This is a role for someone who thrives operating at pace across borders, building trust with senior stakeholders, and turning strategic intent into action.

This position requires that the candidate selected be a UK national and hold, or be able to attain, UK Security Clearance.

• Develop and execute a coalition-focused business development strategy that drives AWS adoption across allied nations, creating pipeline and revenue through multi-country engagement with defence and national security customers.
• Serve as the connective tissue between AWS NSD teams across geographies, ensuring alignment and coherence in how we engage allied partners on shared requirements and joint programmes.
• Engage at executive level across government departments, defence organisations, multilateral bodies, and partner C-suites to position AWS as the platform of choice for coalition interoperability.
• Define, build, and operate joint go-to-market strategies with consulting and technology partners (defence primes, system integrators, and ISVs) to deliver integrated solutions for coalition customers.
• Create and articulate compelling value propositions for the adoption of cloud and AI technologies in multi-national defence contexts, translating complex technology capabilities into mission outcomes.
• Identify and pursue strategic opportunities where cloud and AI can accelerate allied collaboration, including areas such as intelligence sharing, joint operational planning, logistics, and collective defence.
• Work cross-functionally with AWS specialist, solutions architecture, partner, legal, and executive leadership teams to remove barriers and accelerate customer outcomes.
• Represent AWS in senior forums, conferences, and multilateral engagements related to defence technology cooperation among allied nations.

• Experience in developing, negotiating and executing business agreements.
• Experience in a professional field or military.
• Experience developing strategies that influence leadership decisions at the organizational level.
• Experience working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking.
• Experience in Go-To-Market, Business Development, Sales, or Consulting.
• A UK national with UK Security Clearance (or ability to attain it) and a proven track record of taking ownership and driving results in the defence or national security sector.
• Significant business development or account management experience in the IT/technology industry, with demonstrated success engaging at executive level across government, defence organisations, and partner C-suites.
• Demonstrated ability to identify, develop, negotiate, and close complex, multi-stakeholder technology opportunities, both directly and through consulting and technology partners.
• Exceptional interpersonal and communication skills (both written and verbal), with experience translating technical capabilities into strategic value for senior non-technical audiences.
• Track record of defining and executing go-to-market strategies with partners that deliver measurable commercial outcomes.

• Experience interpreting data and making business recommendations.
• Experience identifying, negotiating, and executing complex legal agreements.

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