Join us in accelerating cloud adoption across Europe's most influential organizations. As a Senior Account Manager, you'll build strategic partnerships with large intergovernmental institutions, positioning AWS as their trusted cloud partner while helping them modernize and innovate at scale.
In this role, you'll engage at the executive level, navigate complex governance structures, and develop comprehensive strategies that drive meaningful cloud adoption across some of Europe's most impactful organizations.
Key job responsibilities
- Serve as the primary AWS relationship owner and trusted advisor for senior decision-makers at assigned strategic accounts, understanding their organizational priorities and challenges
- Develop and execute comprehensive account strategies that identify opportunities for AWS adoption and deliver measurable business outcomes aligned with customer objectives
- Navigate complex organizational structures, consensus-driven decision-making processes, and European public procurement frameworks to advance opportunities
- Collaborate cross-functionally with solutions architects, professional services teams, and partner organizations to design and deliver integrated customer solutions
- Identify and qualify expansion opportunities within existing accounts, working to increase the breadth and depth of AWS services adoption while building and maintaining a robust pipeline to meet revenue objectives
A day in the life
Your focus centers on building and nurturing strategic relationships with senior decision-makers at large intergovernmental organizations. You'll spend your time engaging with C-level executives to understand their modernization priorities and articulate how AWS cloud services can support their missions.
On any given day, you might be preparing a comprehensive account strategy that outlines how AWS services align with an organization's digital transformation goals, collaborating with our solutions architects to design integrated solutions, or navigating the unique procurement and governance processes that characterize European public institutions. You'll also identify expansion opportunities within existing accounts, coordinate with our partner network to extend capabilities, and gather market intelligence that helps shape our go-to-market approach.
Your work spans across multiple time zones and locations throughout Europe, requiring you to build relationships and maintain momentum across diverse stakeholder groups with varying priorities and decision-making timelines.
About the team
We work with European and global organizations that shape policy, regulation, and public services across the continent and beyond. Our team is based primarily in Brussels with members across EU member states, combining deep industry expertise with strong relationships built over time.
We're committed to positioning AWS as a strategic partner in our customers' digital transformation journeys. As part of our team, you'll collaborate closely with solutions architects, professional services specialists, and partner organizations to deliver integrated solutions that address complex organizational needs. Together, we're helping some of Europe's most influential institutions modernize their operations, enhance their capabilities, and better serve their missions through cloud technology.
- - Experience in enterprise technology sales or business development, with a demonstrated track record of managing and growing large, complex accounts
- - Ability to engage and influence C-level executives and senior stakeholders through strategic communication and relationship building
- - Experience navigating complex, multi-stakeholder decision-making processes, particularly within public sector, intergovernmental, or highly regulated environments
- - Knowledge of European public procurement frameworks and governance structures
- - Proven success in identifying, developing, negotiating, and closing large-scale technology engagements
- - Excellent verbal and written communication skills in English
- - EU national status
- - Willingness to travel across Europe (30–50%)
- - Experience positioning cloud services to organizations with policy-setting, regulatory, or standard-setting roles at European or global level
- - Background in cloud computing or SaaS sales
- - Technical or educational background in engineering, computer science, or a related field
- - Fluency in an additional EU language (such as French, German, Dutch, Italian, or Spanish)
- - Established network of relationships within European or international institutions
- - Experience collaborating with cross-functional teams including solutions architects, professional services, and partner organizations
- Senior Account Manager, AWS
- Location: Brussels (preferred) or Luxembourg
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