Business Development Manager, Transportation , SLG Verticals

About the role

Amazon Web Services (AWS) is seeking an experienced Business Development Leader to drive growth and adoption of AWS services within the US State & Local Government (SLG) Transportation vertical, specifically focused on Departments of Transportation (DOTs), Tolling Authorities, Transit Agencies, and Airports.

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