Principal Business Developer
Employment Info
JOB DETAILS
Requirements
- 10+ years of technology sales experience
- Experience in management of large, complex enterprise accounts or equivalent
- Experience creating and implementing long-term transformational account strategies in a customer-facing role or equivalent
- Experience with government procurement and contracting process
- Experience engaging with and influencing C-level executives
- Bachelor’s degree or equivalent
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
Desired Qualifications
- Experience with enterprise-scale infrastructure or development-based cloud programs/projects in a related industry
- Knowledge of AWS or technology as a service (IaaS, SaaS, PaaS)
- Deep understanding of the ANZ public sector landscape including federal, state/territory, and local government structures
- Understanding of sovereign cloud requirements, data residency, and security accreditation frameworks (e.g., IRAP, NZISM, PROTECTED)
- Experience with digital transformation initiatives in healthcare, education, defence, or national security domains
- MBA or relevant postgraduate qualification
- Active Australian or New Zealand government security clearance (NV1/NV2) or ability to obtain one
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