Research Account Manager, UK Education (AWS)

Job ID: | AWS EMEA SARL (UK Branch)

Would you like to help the organisations that fund and enable UK science get more from the cloud?

The UK’s central research bodies - UKRI and its Research Councils (EPSRC, MRC, BBSRC, NERC, STFC, AHRC, ESRC), the Wellcome Trust, NIHR, the Royal Society, the British Academy, and national research facilities - collectively invest billions of pounds each year in science and innovation. They fund researchers, operate world‑class facilities (from the Diamond Light Source to the Hartree Centre), define data and computing strategies for entire disciplines, and set the policy frameworks that shape how research infrastructure is provisioned across the UK. Increasingly, cloud is central to their plans.

The government has committed £1 billion to expand AI compute capacity 20× by 2030 through the AI Research Resource (AIRR). UKRI’s £129 million Digital Research Infrastructure programme is building a connected national fabric of compute, data, and skills. STFC operates national HPC services, Jisc provides shared digital infrastructure to the sector, and the Wellcome Trust is investing heavily in open data platforms and Trusted Research Environments. These organisations are not just users of technology - they are the architects of the UK’s research computing future. AWS wants to be their partner of choice.

Amazon Web Services is seeking an Account Manager to own and grow a portfolio of UK central research bodies. You will be the primary commercial relationship owner for your assigned accounts - responsible for driving revenue, building pipeline, and positioning AWS as the infrastructure platform that accelerates national research outcomes. This is not about selling to individual researchers - it’s about engaging the organisations that set strategy, allocate funding, and operate shared services for the entire UK research ecosystem.

The ideal candidate will understand how public‑sector funding bodies and national research organisations operate - their governance structures, procurement frameworks, strategic planning cycles, and stakeholder landscapes. They should be comfortable engaging at senior executive level (CEO, COO, CIO, Director of Digital) while also building relationships with technical leaders responsible for national platforms and services. A background in public sector, research, or science and innovation policy would be a strong advantage.

Key Job Responsibilities

• Own and manage a defined portfolio of UK central research bodies (e.g. UKRI, STFC, EPSRC, MRC, BBSRC, NERC, Wellcome Trust, NIHR, Jisc, national research facilities), driving revenue growth and AWS adoption.
• Develop and execute comprehensive account plans aligned to each organisation’s strategic priorities - covering national research infrastructure, data platforms, AI compute, shared services, and cloud-first policy initiatives.
• Build trusted relationships with senior decision-makers: Chief Executives, Chief Operating Officers, CIOs, Directors of Digital, Heads of Research Infrastructure, and Procurement Directors.
• Understand and navigate the unique funding, governance, and procurement structures of public research bodies - including UKRI framework agreements, Wellcome Trust investment governance, and government spending controls.
• Identify and qualify new opportunities across national HPC services, research data platforms, AI/ML infrastructure, Trusted Research Environments, shared cloud services, and digital transformation programmes.
• Maintain a robust and accurate sales pipeline with clear next steps, timely CRM updates, and reliable forecasting.
• Create and articulate compelling value propositions that connect AWS capabilities to national research outcomes - accelerating science, improving data sharing, enabling open research, and reducing operational cost.
• Navigate long, complex procurement cycles involving multiple governance layers, ministerial approvals, and framework compliance (e.g. G-Cloud, CCS, JANET).
• Work with AWS Solution Architects, Specialist teams (HPC, AI/ML, Analytics, Storage, Security), Partners, and Professional Services to deliver technical validation and proof-of-value engagements.
• Engage with AWS policy and government affairs teams to align account strategies with broader UK government technology and research policy.
• Represent AWS at sector events to build relationships and generate demand.
• Track and report on pipeline, revenue, and adoption KPIs; participate in QBRs and business reviews.

About the team

The AWS UK Education team is part of UK Public Sector within Worldwide Public Sector (WWPS). We work with universities, research bodies, colleges, and education technology companies across the UK to help them innovate, reduce costs, and deliver better outcomes for students and researchers. Our team combines deep sector expertise with technical credibility - we understand how the UK research ecosystem is funded, governed, and operated, and we meet our customers where they are on their cloud journey.

Basic Qualifications

• Experience building strategic relationships with stakeholders, including communicating and collaborating across teams and functions
• Experience with pipeline management skills to include utilisation of Salesforce or other CRM tools
• 3+ years of experience in account management, sales, or business development - ideally in technology, public sector, or research/science organisations
• Track record of managing complex, multi-stakeholder sales cycles with long procurement timelines and governance requirements
• Ability to articulate technology value propositions in the context of organisational and policy outcomes
• Experience developing and executing account plans for strategic, high-value accounts
• Understanding of the UK research funding landscape - UKRI structure (Research Councils, Innovate UK, Research England), Wellcome Trust, NIHR, and how funding flows from government to researchers
• Familiarity with cloud concepts and their application to research - HPC, object storage, data lakes, AI/ML platforms, and secure multi-tenancy

Preferred Qualifications

• Familiarity with national research infrastructure: STFC facilities (Diamond Light Source, ISIS, Hartree Centre), ARCHER2, JASMIN, Jisc shared services, and AIRR (Isambard-AI, Dawn)
• Knowledge of public sector procurement frameworks (G-Cloud, CCS, Crown Commercial Service, JANET) and government spending controls
• Experience working with or within UK public sector research organisations, funding bodies, or science and innovation agencies
• Understanding of data governance requirements in research - FAIR principles, open research mandates, Trusted Research Environments (TREs), data sovereignty, and information governance

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