Would you like to be part of a team redefining the IT industry for the Federal and Public Sector market? The Worldwide Specialist Organization (WWSO) within AWS Sales, Marketing, and Global Services (SMGS) is seeking an experienced Senior Technical Business Development Manager to develop and lead go-to-market strategies for HPC and Accelerated Compute solutions serving Defense, Intelligence Community, and civilian federal agencies.
In this role, you will own the end-to-end GTM strategy for HPC in the US Federal market, with particular emphasis on AWS Government Regions (GovCloud, Secret Region, Top Secret Region). You will identify and develop business strategies that address critical HPC requirements for customers operating in classified and regulated environments, while building and executing campaigns that drive out-year growth across the federal HPC portfolio.
You will be responsible for developing partnership and deal strategies, managing strategic customer relationships at senior and executive levels, and driving top-line revenue growth for the federal HPC business. Success requires the ability to think strategically about business, product, and technical challenges while working effectively with cross-functional teams to drive performance goals. You must be able to craft compelling value propositions, develop business case and financial proposals, and influence technical decisions at the highest levels of federal agencies.
As an HPC Specialist within WWSO, you will have direct influence on AWS product roadmaps - bringing federal customer insights back to EC2, Batch, and other HPC service teams. Your work will define how Defense and Intelligence agencies modernize from legacy on-premises HPC clusters to cloud-native, mission-ready infrastructure at the convergence of silicon, AI/ML, and advanced computing.
The ideal candidate will possess deep understanding of cloud computing and HPC architectures and operations (on-premises and/or cloud); demonstrated experience executing HPC campaigns in the US federal market; and proven success influencing product management and introducing new products into federal and regulated markets.
Clearance Requirement: This position requires that the candidate selected be a US Citizen and obtain and maintain an active TS/SCI security clearance.
Key job responsibilities
- Own and execute end-to-end GTM strategy for HPC in the US Public Sector, Govt. and Federal market, developing and executing comprehensive strategies that drive adoption across Defense, Intelligence Community, and civilian agencies.
- Work with cross-functional teams (sales, solutions architecture, product engineering, partners, marketing) to validate customer requirements, perform proofs of concept, and define pathways to production adoption
- Identify specific customer segments and partners to approach with targeted value propositions, build and qualify pipeline and support engagement through the entire business development cycle
- Develop business cases to support product feature requests for segment specific HPC use cases and workload classes, ensuring government-specific requirements are prioritized in AWS product roadmaps
- Define, develop, and manage HPC-focused AWS programs and initiatives tailored to US Federal, Public Sector and regulated industry customers, including workshops, immersion days, migration frameworks, and reference architectures.
- Collect, create, and manage sales and marketing collateral to facilitate the business development process, including whitepapers, solution briefs, customer success stories, and executive presentations
- Monitor customer onboarding and adoption; develop approaches to increase adoption rates, revenue growth, and workload retention for HPC workloads in AWS
- Execute on revenue, and non-revenue KPIs, delivering regular business reviews to senior leadership
About the team
This position is part of the WWSO HPC Specialist team, driving market adoption for AWS's HPC Cloud and services, and emerging AI/ML accelerated compute capabilities - through data-driven analytics, financial metrics, and strategic GTM programs. We create sales plays, build partner ecosystems, and develop programs that drive measurable results. We work closely with Public Sector and Federal Sector customers, DIBs/ federal systems integrators, HPC ISV partners to build an ecosystem supporting AWS success. We operate with a startup mentality within the world's leading cloud provider, combining entrepreneurial ownership with the resources and scale of AWS.
BASIC QUALIFICATIONS
- Bachelor's degree in Computer Science, Computer Engineering, or Electrical Engineering, or experience working in electrical engineering field
- Current, active TS/SCI US Government Security Clearance
- 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience in the semiconductor or EDA industry
- 5+ years of experience with High Performance Computing (HPC) infrastructure. Experience with cloud computing concepts and architecture, particularly as they relate to compute-intensive and memory-intensive workloads
- Experience working with Electronic Design Automation (EDA) tools and workflows, including frontend design (RTL, synthesis, simulation) and/or backend design (place and route, timing closure, signoff)
PREFERRED QUALIFICATIONS
- Master's degree, or MBA in computer science, engineering, analytics, mathematics, statistics, IT or equivalent
- Proven track record influencing product management teams and successfully introducing new products into federal and regulated markets.
- Strong technical competency in cloud computing, web services, enterprise software, and HPC architectures, and GPU-accelerated computing
- Experience with compliance/security regimes germane to Defense and National Security (DoD SRG, ICD 503, NIST SP 800-53/171, CMMC, ITAR, DFARS, FedRAMP High, DoD IL4/5/6, FIPS 140-2/3)
- Experience with federal systems, HPC partner ecosystem and ISVs
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, MA, Boston - 143,700.00 - 194,400.00 USD annually
USA, TX, Austin - 143,700.00 - 194,400.00 USD annually
USA, VA, Arlington - 143,700.00 - 194,400.00 USD annually
