Amazon

Federal Civilian BD Lead, Federal Civilian BD

Amazon$171K — $231K *
Healthcare
5 - 7 years of experience
Job Overview by Ladders

Qualifications

  • 7+ years in business development or partnership management
  • Proven experience with large-scale GTM strategies
  • Familiarity with HHS mission areas and federal health procurement
  • Strong ability to coordinate cross-functional teams
  • Credibility to engage with executive-level stakeholders

Responsibilities

  • Define and execute the GTM strategy for AI solutions across HHS
  • Research to uncover opportunities and gaps for strategic clients
  • Build a qualified pipeline aligned with revenue targets
  • Lead cross-functional teams for strategic HHS deals
  • Formalize partnerships with SIs and ISVs for joint approaches
  • Partner with ProServe and GenAI to shape and scale new offerings
  • Act as a trusted advisor for HHS executives, focusing on mission outcomes

Benefits

  • Comprehensive health insurance (medical, dental, vision)
  • Mental health support and counseling services
  • 401(k) matching plan
  • Paid time off and parental leave
  • Flexible Spending Accounts (FSA)
  • Adoption and Surrogacy reimbursement coverage
Full Job Description
AWS is seeking a Principal Business Development Lead to own the go-to-market strategy and sales execution for AI-powered mission solutions across the Department of Health and Human Services (HHS) portfolio. In this role, you will drive strategic deals and shape GTM motions that deliver Generative AI, Agentic AI, Fraud Waste & Abuse detection, Supply Chain Modernization, Amazon Connect, and Migration & Modernization solutions from concept to contract for HHS agencies and programs.

You'll operate at the intersection of Account teams, GenAI specialists, ProServe, and Partners - working directly with HHS mission owners, CIOs, and senior executives to connect agency health priorities to specific AWS capabilities with a clear path to award. This is a builder role: the GTM motions are still being defined, and you'll have a direct hand in shaping them.

The ideal candidate brings deep familiarity with HHS mission areas, federal health procurement, and the ability to coordinate cross-functional pursuit teams to move complex deals through the pipeline. You don't need to be a deep technologist across every solution - but you need credibility to engage at the executive level and pull in the right specialists at the right time.

This position requires that the candidate selected be a US Citizen.

Key job responsibilities

Own the HHS AI mission solutions GTM strategy - define positioning, sales plays, and pipeline execution for GenAI, Agentic AI, FWA, Supply Chain, Connect, and Migration & Modernization across HHS agencies.

Proactively generate opportunities through targeted research - GAO reports, agency AI plans, expiring vehicles, and operational gaps. Bring actionable win plans directly to account teams.

Build and manage qualified pipeline tied to revenue targets. Develop account-level strategies connecting HHS mission priorities (payment integrity, beneficiary services, health data interoperability) to AWS solutions with a clear path to award.

Lead cross-functional pursuit teams - account reps, SAs, ProServe, GenAI Innovation Center, partners - as single-threaded owner for strategic HHS deals.

Formalize co-sell and co-delivery GTM with SI partners and ISVs. Develop joint positioning and proposal approaches that accelerate time-to-award.

Partner with ProServe and GenAI Innovation Center to shape new Agentic AI offerings, validate with early adopters, and scale repeatable patterns across HHS.

Engage HHS executives as a trusted advisor - lead with mission outcomes, not product pitches. Maintain mastery of HHS procurement vehicles, budget cycles, and competitive positioning.

BASIC QUALIFICATIONS

- 7+ years of business development, partnership management, or sourcing new business experience

- Experience developing and executing on GTM strategies that are large in scope

PREFERRED QUALIFICATIONS

- Experience developing, deploying and managing AI products at scale

- Experience interfacing with customers (Enterprise, SMB, and Startups) and ability to convert customer requirements to high level architecture solutions to build on

The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, VA, Arlington - 171,000.00 - 231,300.00 USD annually

About Amazon

Audible is a provider of spoken audio information and entertainment , on the Internet. They provide premium spoken audio content, such as audio versions of books and newspapers and radio programs, that is delivered over the Internet and played back on personal computers and hand-held electronic devices. The Audible service allows consumers to purchase and download their content from their Website, store it in digital files and play it back on personal computers and electronic devices. More than 15,000 hours of audio content are available on their Web site, including audio versions of books, periodicals and radio programs. Several manufacturers have agreed to support and promote the playback of their content on their hand-held audio-enabled electronic devices.

Amazon Careers

Joining Amazon presents an unparalleled opportunity to become part of a vibrant team pushing the boundaries of innovation and growth in the global marketplace. As a leader in e-commerce, technology, and logistics, Amazon offers a variety of job opportunities that cater to a range of skills and professional interests. Work You’ll Do At Amazon, every day is an opportunity to collaborate with the brightest minds in technology and business to redefine what’s possible. Whether you’re interested in software development, marketing, human resources, or customer service, Amazon has a position waiting for you. Transform the way the world shops and innovates with our diverse and inclusive team. Amazon is not just a company; it’s a community where you can drive real change and contribute to projects impacting millions globally. Lead with Innovation and Leadership Amazon is the perfect place to enhance your leadership and innovation skills. Our culture encourages pushing the envelope and imagining the unimaginable. Here, you will lead projects that challenge the status quo and define new industry standards. Work with a team that values diversity and is committed to creating an inclusive environment. Our leadership is focused on harnessing the collective power of unique perspectives to foster growth and innovation. Explore Amazon’s Employment Benefits Amazon’s commitment to its employees extends beyond just career growth. We offer competitive benefits, including health care, parental leave, and diversity training, ensuring that our team not only excels professionally but also enjoys well-being and security. Internship and Networking Opportunities Start your career with an Amazon internship and gain hands-on experience that matters. Our internships provide a gateway to full-time employment and an opportunity to network with professionals across various sectors of the company. Future-Proof Your Career With Amazon, your career path is filled with numerous opportunities for advancement. Our learning and development programs are designed to nurture your professional growth and keep you at the forefront of industry trends. Stay Connected Join Our Team Discover the job opportunities at Amazon that match your skills and interests. We are constantly on the lookout for passionate, curious, and innovative team players ready to make a difference. Keep Up to Date Stay ahead with career tips, insider perspectives, and industry-leading insights you can put to use today—all from the people who work here. Job Alert Emails Customize your subscription to receive job alerts, the latest news, and insider tips tailored to your preferences. Explore the exciting and rewarding career opportunities that await at Amazon. Amazon is more than just a company—it’s a platform for building a promising future. Whether you’re starting or looking to advance your career, Amazon offers the resources, support, and network you need to succeed. Join us, and be a part of our continuing mission to be Earth's most customer-centric company.
Learn more about Amazon
Size
1,608 employees
Market Cap
$832.6 billion
Industry
Net Income
$21.3 billion
Founded
1994
5 Year Trend
+28.1%
Revenue
$386 billion
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