Research Account Manager, UK Education

Overview

As an Account Manager, you will own and grow a portfolio of UK central research bodies, driving AWS adoption and revenue. You’ll engage strategy sets, funding governance, and shared services across national research ecosystems. You work with senior executives and technical leaders to align AWS capabilities with national research outcomes. This is a strategic, multi-stakeholder role at the intersection of science policy and cloud infrastructure.

Responsibilities

• Own and manage a defined portfolio of UK central research bodies, driving revenue growth and AWS adoption
• Develop and execute account plans aligned to organisations’ strategic priorities (infrastructure, data platforms, AI compute, cloud-first initiatives)
• Build trusted relationships with senior decision-makers (CEOs, COOs, CIOs, Directors of Digital) and procurement leads
• Navigate unique funding, governance, and procurement structures (UKRI framework agreements, Wellcome Trust governance, government spending controls)
• Identify and qualify opportunities across HPC services, data platforms, AI/ML infrastructure, TREs, and digital transformation programs
• Maintain a robust sales pipeline with clear next steps, CRM updates, and forecasting
• Create compelling value propositions linking AWS capabilities to national research outcomes and open research
• Coordinate with AWS Solution Architects, Specialists, Partners, and Services for validation and value proofs
• Engage policy and government affairs to align strategies with UK technology and research policy
• Represent AWS at sector events and contribute to demand generation
• Track pipeline, revenue, and adoption KPIs; participate in QBRs and business reviews

Key requirements

• 3+ years of account management, sales, or business development, preferably in technology, public sector, or research organisations
• Experience managing complex, multi-stakeholder sales cycles with long procurement timelines and governance requirements
• Ability to articulate technology value in terms of organisational and policy outcomes
• Experience developing and executing strategic account plans for high-value accounts
• Understanding of the UK research funding landscape (UKRI, Wellcome Trust, NIHR) and how government funds researchers
• Familiarity with cloud concepts and their application to research (HPC, data lakes, AI/ML platforms, secure multi-tenancy)
• Knowledge of public sector procurement frameworks (G-Cloud, CCS, JANET) and government spending controls
• Experience with Salesforce or other CRM tools for pipeline management
• Experience interacting with senior executives (CEO, CIO, Director of Digital) and technical leaders

• strong stakeholder management
• excellent communication and influencing abilities
• strategic thinking and cross-functional collaboration
• public sector cloud strategies
• HPC, AI/ML infrastructure, data platforms
• Trusted Research Environments (TREs)

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