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 an 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 an 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.
Key job responsibilities
Design and execute 1:1 and 1:few ABM programs for a defined portfolio of defense 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 sector 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 Defense 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.
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.
