Application deadline: Jul 26, 2026
Strategic Pursuits Manager - US State & Local Government & Higher Education Sales
Would you like to influence cloud computing adoption in the US State/Local Government & Higher Education sector? Would you like to be part of a team focused on increasing awareness and adoption of Amazon Web Services by engaging with United States public sector organizations who are reinventing their IT strategy by adopting cloud computing and artificial intelligence? Do you have the business savvy, public sector industry experience and the technical background necessary to help further establish Amazon as a leading cloud platform provider?
As a Strategic Pursuits Manager for Amazon Web Services (AWS) focusing on the US State/Local government (SLG) and Higher Education (EDU) market, you will have the exciting opportunity to help shape and deliver on a strategy to build mindshare and broad use of Amazon's cloud native services, professional services, and solution offerings. Your responsibilities will include working with the internal AWS Sales Teams to identify emerging customer needs and trends, develop winning business strategies, pricing, partner, and proposal strategies. The Strategic Pursuits Manager will work with the AWS field sales and partner teams to close business at a rapid rate across the public sector.
You should possess prior capture management and/or business development and technology experience supporting innovative technical solutions. The candidate's background will show a demonstrated ability to think strategically about the full variety of cloud-enabled solutions possible/needed and to build/execute a plan to "identify and match" available solutions to customer needs and wants. Must have solid negotiations skills, ability to navigate complex situations with many dependencies, and ability to work across many stakeholders to "get to yes".
**This position has location flexibility in an AWS Office listed on the job posting.**
Key job responsibilities
- Executes strategies and tactics to deliver a qualified pipeline of opportunities with pursuit/win plans for each.
- Research and analyze available data to identify cloud related customer cloud solutions needs and buying trends (from a variety of sources to include State Budgets, government trade sources and procurement sites such as Government Navigator and Deltek GovWin).
- Build and manage a pipeline of multiple Pre-RFP and RFP opportunities and develop/drive the pursuit plan for each.
- Manage and execute the pursuit plans as well as the proposal response plan (if applicable) while working with key internal stakeholders (e.g. partner teams, sales teams, proposal team, service teams, legal, support, etc.) to position AWS and our partners to win the business.
- Develop win strategies, cloud friendly procurement approaches, technical discriminators, and innovative strategies working with AWS stakeholders and partners specific to each opportunity.
- Lead the negotiations of direct contracts to include Enterprise Agreements, BAA, NDAs, etc.
- Understand and navigate government contracting vehicles and procedures. Be a thought leader with respect to program pursuit, proposal responses, win strategies, technical discriminators, solutions providers and pricing.
- You must know acquisition policies & procedures and have experience with public sector compliance requirements.
- Proven experience managing a portfolio of engagements with timelines varying from weeks to multiple years and numerous milestones
- Up to 30% travel required
- Excellent communication and writing skills
- Experience translating strategy into proposal win themes during the proposal stage
BASIC QUALIFICATIONS
- 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- Bachelor's degree
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience presenting to both technical and non-technical executive audiences
- Experience leading complex, multi-year initiatives that may be cross-functional and/or span business and technology
PREFERRED QUALIFICATIONS
- 2+ years of working with Data & AI related technologies, including, but not limited to, AI/ML (Artificial Intelligence/Machine Learning), GenAI (Generative AI), Analytics, Database, and/or Storage experience
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, CA, Sacramento - 147,900.00 - 200,100.00 USD annually
USA, CO, Denver - 147,900.00 - 200,100.00 USD annually
USA, MA, Boston - 147,900.00 - 200,100.00 USD annually
USA, MI, Detroit - 147,900.00 - 200,100.00 USD annually
USA, NY, New York - 162,700.00 - 220,200.00 USD annually
USA, TX, Austin - 147,900.00 - 200,100.00 USD annually
USA, TX, Dallas - 147,900.00 - 200,100.00 USD annually
USA, VA, Arlington - 147,900.00 - 200,100.00 USD annually
USA, WA, Seattle - 147,900.00 - 200,100.00 USD annually
