Business Development Manager, Transportation , SLG Verticals

About the role

Would you like to shape the future of cloud computing adoption across America's transportation infrastructure? Would you like to be part of a team focused on increasing awareness and adoption of Amazon Web Services (AWS) by engaging with state and local government transportation agencies who are reinventing their IT strategies by adopting cloud computing, artificial intelligence, and data analytics?

Responsibilities

• Develop and execute a comprehensive business development strategy for the US SLG Transportation vertical (DOTs, Tolling, Transit, and Airports), driving revenue growth and market share.
• Build and maintain a robust pipeline of qualified opportunities across all four transportation sub-segments with pursuit/win plans for each.
• Establish trusted relationships with key decision-makers at transportation agencies, including CIOs, CTOs, agency directors, and program managers.
• Identify emerging customer needs and market trends by researching state transportation budgets, federal funding programs (e.g., IIJA/BIL), and procurement pipelines.
• Develop go-to-market strategies for each sub-vertical, including solution positioning, partner engagement, and procurement approaches.
• Collaborate cross-functionally with Solution Architects, Professional Services, Partners, Marketing, and leadership to deliver compelling value propositions.
• Serve as the voice of the customer, influencing product roadmaps based on transportation sector requirements.
• Leverage strategic partnerships with transportation-focused ISVs, systems integrators, and consulting partners to accelerate adoption.
• Deliver business reviews to senior leadership on strategies aligned with revenue growth expectations.
• Represent AWS at industry events (e.g., AASHTO, ITS America, ACI-NA, APTA) to build brand awareness and thought leadership.
• Navigate government contracting vehicles including state cooperative purchasing agreements and agency-specific procurement processes.

Requirements

• 5+ years of developing, negotiating and executing business agreements experience
• 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 managing programs across cross functional teams, building processes and coordinating release schedules
• 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
• 7+ years of business development, capture management, strategic sales, or related experience in the transportation industry

Qualifications

• Master's degree in business, data science, public administration, finance, engineering, human resources, or related field, or PMP certificate
• Experience interpreting data and making business recommendations
• Experience identifying, negotiating, and executing complex legal agreements
• Experience designing, implementing, and scaling workforce development programs across large-scale operations, including forecasting workforce needs and leveraging analytics to drive program decisions
• Experience interpreting data and making business recommendations across leadership and cross-functional teams
• Experience using analytical tools for workforce metrics and reporting

Skills

• Deep understanding of the transportation sector, its unique procurement processes, and the challenges agencies face
• Ability to think strategically about the full variety of cloud-enabled solutions — from intelligent transportation systems (ITS) and connected vehicles to electronic tolling, transit operations, airport modernization, and data-driven decision making
• Strong background in business development, capture management, or strategic sales supporting innovative technical solutions in the public sector transportation space

Benefits

Amazon 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.

Pay

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.

• USA, GA, Alpharetta - 147,900.00 - 200,100.00 USD annually
• USA, TX, Austin - 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

Schedule

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information.