Amazon

Strategic Pursuits Manager, US Strategic Pursuits

Amazon • $147K — $200K *
Arlington, VA 22204In-Person
Education, Government & Non-Profit
8 - 10 years of experience
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Job Overview by Ladders

Qualifications

  • Bachelor's degree required.
  • 10+ years experience leading public sector business pursuits.
  • Demonstrated ability to present to technical and non-technical executives.
  • Experience in Go-To-Market strategies and Business Development.
  • Strong analytical skills to interpret data for business decisions.

Responsibilities

  • Assemble and lead cross-functional teams for contract pursuits.
  • Develop win strategies for high-value AI and cloud opportunities.
  • Conduct rigorous qualification of potential deals.
  • Engage with stakeholders to influence requirements early in the process.
  • Ensure high-quality customer deliverables through direct involvement.
  • Advise senior leadership on competitive positioning and pipeline health.

Benefits

  • Comprehensive health insurance including dental and vision.
  • 401(k) matching contributions.
  • Paid time off and parental leave.
  • Adoption and surrogacy reimbursement coverage.
  • Access to mental health support and wellness programs.
Full Job Description
The Federal Strategic Pursuits Team (SPT) is seeking a Strategic Pursuits Manager - the principal deal leader for the most consequential AI and cloud opportunities in the federal civilian market. You will assemble and lead pursuit teams to win our most strategic contracts worth $50M+ that change the trajectory of the business. If you thrive on competitive intensity, can translate ambiguity into structured action, and want to shape how the U.S. government adopts AI, this role is for you.

Key job responsibilities

- Assemble and lead cross-functional compete teams - including proposal, solution architecture, legal, pricing, and partner resources - to win high-value AI and cloud opportunities from early shaping through award

- Develop and execute campaign-style win strategies for complex, large competitive procurements, including comprehensive win plans mapping stakeholders, competitors, evaluation criteria, pricing dynamics, and win themes

- Conduct disciplined qualification - walking away from deals that are unwinnable or too costly to win is as important as winning the ones we pursue

- Influence requirements and position AWS AI and cloud solutions well before formal solicitations are released through deep customer engagement and stakeholder mapping

- Own the quality of all customer-facing deliverables - contributing directly, inspecting work product from the proposal team, and ensuring every artifact advances the competitive position

- Provide direct strategic guidance to senior leadership on pipeline health, competitive positioning, and pursuit investment decisions

A day in the life

You operate between two modes: deep tactical involvement on must-win pursuits and broad strategic thinking across a large pipeline. On any given day, you may be directing technical approaches, pressure-testing a pricing strategy with leadership, mapping the political landscape of a customer's decision-making body, or inspecting a deliverable before it reaches the customer. But no two deals are the same. You adapt your approach continuously as the market, customer, and competitive landscape shift.

The bulk of your success happens well before an RFP drops: meeting with stakeholders, influencing requirements, and positioning AWS AI and cloud solutions. You bring an AI-first mindset to how you work by leveraging AI tools to research markets, analyze competitive trends, simulate scenarios, and accelerate content development - freeing yourself to focus on the judgment calls, relationship building, and political navigation.

The connecting theme is competitive intensity tempered by intellectual honesty - driven to win through ambitious thinking, but always with an eye to disconfirm biases and surface the unvarnished truth about where deals stand.

BASIC QUALIFICATIONS

- Bachelor's degree

- Experience presenting to both technical and non-technical executive audiences

- Experience in Go-To-Market, Business Development, Sales, or Consulting

- Experience interpreting data and making business recommendations

- 10+ years leading pursuits for large and complex business opportunities in the public sector market

PREFERRED QUALIFICATIONS

- Experience in developing, negotiating and executing business agreements

- 15+ years leading pursuits for large and complex business opportunities in the public sector market

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, MD, Jessup - 147,900.00 - 200,100.00 USD annually

USA, VA, Arlington - 147,900.00 - 200,100.00 USD annually

USA, VA, Herndon - 147,900.00 - 200,100.00 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
Retail & Consumer Goods
Net Income
$21.3 billion
Founded
1994
5 Year Trend
+28.1%
Revenue
$386 billion
NASDAQ
AMZN
* Ladders Estimates

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