As a Business Development/Capture Manager for AWS focusing on the National Security (NatSec) market segment, you will have the exciting opportunity to help shape and deliver on a strategy to build mind share and broad use of Amazon's utility computing web services (Amazon EC2, Amazon S3, etc. and Amazon AI services including SageMaker and Bedrock).

Key job responsibilities
• Work with NatSec Sales teams to develop and maintain a multi-year pipeline of cloud-related opportunities, and help develop written proposals for Government customers and AWS partners leading to contract awards.
• Work with the field and partner sales teams to drive business growth through the identification, qualification, capture, proposal and award of NatSec new business opportunities.
• Possess a deep industry background that enables you to engage and communicate effectively in a wide range of technical and business discussions with internal AWS colleagues, partners, and customers.
• Have demonstrable technical depth and the expertise to support account managers and solution architects in development of innovative cloud-based solutions, proposal win themes, and technical differentiators.
• Have hands-on experience in the full life cycle of capture management resulting in identification, qualification, capture, proposing and award of individual contracts valued in excess of $50M.
• Identify bid opportunities through direct interactions with existing and prospective NatSec customers, as well as through a wide range of industry forums and procurement resources.
• Serve as a key member of the AWS Public Sector team identifying, qualifying, capturing, proposing and awarding new business opportunities.
• Have experience with government acquisition guidelines and RFx compliance requirements.

This position requires that the candidate selected be a US Citizen and must currently possess and maintain an active TS/SCI security clearance with polygraph.

BASIC QUALIFICATIONS

- 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience

- 5+ years of professional or military experience

- 5+ years of developing, negotiating and executing business agreements experience

- 5+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience

- Bachelor's degree

- Experience developing strategies that influence leadership decisions at the organizational level

- Experience selling enterprise software or cloud-based applications

- 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

- 5+ years of responding to requests for proposals (e.g., determining requirements, matching requirements to technical approach and solutions, developing solutions against requirements) experience

- Experience completing complex tasks quickly with little to no guidance and react with appropriate urgency to situations that require a quick turnaround, or experience in sales/business development

- Bachelor's degree in Computer Science, Engineering, Business or equivalent experience

- Demonstrable ability to win IT services or solutions related awards valued at $50M+ in the U.S. NatSec market

- Current, active US Government Security Clearance of TS/SCI with Polygraph

PREFERRED QUALIFICATIONS

- Experience interpreting data and making business recommendations

- Experience interpreting data and making business recommendations across leadership and cross-functional teams

- Master's degree in Computer Science, Engineering, or Business

- Account or large ($50M+) program management experience in the NatSec market

- Enterprise NatSec ODNI and FBI sales experience, including successful large program ($50M+) capture

- A deep understanding of government procurement and government contracts

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, Herndon - 147,900.00 - 200,100.00 USD annually