Capture Manager, Amazon Leo Government

About the Role

Amazon Leo is an initiative to launch a constellation of Low Earth Orbit satellites that will provide low-latency, high-speed broadband connectivity to unserved and underserved communities around the world. The mission of Amazon Leo Government (ALG) is to leverage Amazon Leo and provide high-speed, low-latency, and secure satellite broadband services to United States and allied government customers. We have an immediate opening for a Capture Manager to support the ALG team focusing on U.S. Government customers in the Defense, National Security, and Federal Civilian areas.

Responsibilities

• Develop and utilize an integrated, data-driven customer relationship management (CRM) software solution, like Salesforce, to manage, track, and store information related to ALG current and potential customers.
• Maintain and monitor the ALG opportunity pipeline; generate needed reports to support strategic planning and go-to-market campaigning.
• Provide ALG leadership with CRM data to monitor opportunity pipeline health.
• Identify bid opportunities through direct interactions with existing and prospective DoD and national security customers, as well as through industry forums and procurement resources.
• Develop a plan for understanding customer requirements, issues, and needs during the pursuit and capture phases and lead planning sessions with the core team.
• Develop and execute a plan for shaping customer opportunities.
• Own the pursuit of ALG opportunities, linking Business Development activities into Proposal activities.
• Serve as a key member of the Amazon Leo Government team, identifying and responding to pursuit opportunities, leveraging knowledge of U.S. government acquisition guidelines and RFP/BAA compliance requirements.
• Gather, assess, and validate customer requirements to create a targeted, differentiated win strategy.
• Ensure timely development of final win themes, win strategies, value propositions, and differentiators.
• Manage opportunity validation and maturation to assist ALG in determining Pursue/No Pursue and Bid/No Bid decisions.
• Lead internal opportunity problem-solving, gate review discussions, and RFI responses.
• Partner with ALG program, sales, and Product teams to identify process improvement opportunities and implement solutions.
• Develop, manage, and execute the proposal response plan while working with key internal ALG stakeholders.
• Be a thought leader with respect to customer program pursuit, proposal responses, win themes, ROI analyses, technical discriminators, innovative business solutions, and price-to-win.
• Create consensus on overall opportunity capture strategy.
• Analyze capture performance, measure capture productivity, create dashboards, and report insights.
• Maintain and develop capture-related tools or reports that align and simplify monthly business reviews, annual planning, and forecasting processes.

Requirements

• U.S. Citizenship and ability to obtain and maintain a US Government security clearance of TS/SCI.
• Willingness to travel domestically and internationally.

Qualifications

• Bachelor's degree in business economics, engineering, analytics, mathematics, statistics, information technology, or equivalent.
• 5+ years of experience responding to requests for proposals (RFPs), including determining requirements, matching requirements to technical approach and solutions, and developing solutions against requirements.
• 6+ years of experience developing, negotiating, and executing business agreements.
• 10 years of full lifecycle Sales/Capture and acquisition leadership experience for the US Government.
• 7+ years of Capture Manager experience, managing all aspects of capture management, leveraging expertise using Salesforce and/or relevant contract management tools.

Preferred Qualifications

• Experience in negotiating complex agreements with an understanding of legal terminology and reasoning.
• Knowledge of government contracting laws, rules, and regulations, including FAR and DFAR.
• Experience managing technical sales, leveraging analytical skills, and demonstrated improvement to customer experience.
• Enterprise sales experience, including successful large program pursuit and captures.

Pay

The base salary range for this position in Arlington, VA, is $147,900.00 - $200,100.00 USD annually. Final compensation will be determined based on factors including experience, qualifications, and location. The Amazon package includes sign-on payments and restricted stock units (RSUs).

Location

Arlington, VA

Company

KGS LLC