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? Join a team focused on increasing awareness and adoption of Amazon Web Services (AWS) by engaging with state and local government transportation agencies. This role involves driving growth and adoption of AWS services within the US State & Local Government (SLG) Transportation vertical, specifically targeting Departments of Transportation (DOTs), Tolling Authorities, Transit Agencies, and Airports. You will define and execute a go-to-market strategy for one of the most dynamic segments in the public sector, helping agencies modernize legacy systems, improve traveler experiences, enhance safety, and build smarter, more connected transportation networks.

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.

Preferred 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.

About the team

The AWS State and Local Government team is part of the Worldwide Public Sector (WWPS) Division of AWS. We are experienced professionals with a passion for serving the mission of government while having fun and making history. We obsess about our customers' success and view their long-term goals to modernize transportation infrastructure, improve safety, and enhance the traveler experience as the purpose of our organization.

Why AWS

Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

• Inclusive Team Culture: AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams.
• Mentorship & Career Growth: We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. You’ll find endless knowledge-sharing, mentorship, and other career-advancing resources to help you develop into a better-rounded professional.
• Work/Life Balance: We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture.

Pay

The base salary range for this position is:

• 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

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.

Benefits

• Comprehensive health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance, and option for Supplemental life plans).
• Employee Assistance Program (EAP) and 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 amazon.jobs/en/benefits.