Principal Business Developer, National Security Team

About the role

The Amazon Web Services National Security team is seeking a Principal Business Developer to accelerate Intelligence Community customers' journey to the cloud.

Responsibilities

• Develop deep expertise in customer-specific approval processes, authority-to-operate (ATO) frameworks, risk acceptance methodologies, and governance structures that gate cloud adoption decisions for IC missions.
• Create repeatable playbooks and frameworks that map customer decision-making processes — from initial risk assessment through final authority to operate — enabling account teams to anticipate and proactively address adoption barriers.
• Advise account teams on how to position AWS capabilities within the context of customer risk tolerance, compliance requirements, and mission assurance standards.
• Identify systemic patterns across customer organizations where approval processes create friction, and develop strategies to reduce time-to-cloud for sensitive workloads.
• Build and maintain relationships with mission owners, security officers, accreditation authorities, and program managers while partnering with AWS account teams to develop customer-specific cloud adoption acceleration strategies.
• Guide account teams on engagement strategies informed by deep understanding of customer organizational dynamics, approval hierarchies, and decision-making culture.
• Partner with AWS security and compliance organizations to ensure customer-facing materials and briefings address the specific risk frameworks and authorities relevant to each mission customer.
• Conduct deep analysis of customer organizational structures, governance processes, and historical adoption patterns to identify opportunities for acceleration.
• Develop and maintain current understanding of evolving IC security policies, risk management frameworks, and accreditation standards that impact cloud adoption decisions.

Requirements

This strategic role combines deep expertise in IC operational risk management, interagency governance, and security compliance with an understanding of how cloud technology can transform mission outcomes — positioning the successful candidate as the critical bridge between customer decision-making processes and AWS account teams driving cloud adoption.

The ideal candidate brings firsthand experience navigating the complex web of authorities, risk acceptance frameworks, accreditation processes, and stakeholder alignment required to move classified workloads to new infrastructure — and can translate that expertise into actionable strategies that help AWS account teams remove barriers and accelerate customer outcomes.

Based in Northern Virginia/Washington, DC area, this role requires building and maintaining relationships with mission owners, security officers, accreditation authorities, and program managers while partnering with AWS account teams to develop customer-specific cloud adoption acceleration strategies.

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.

Qualifications

• 10+ years of professional or military experience.
• Demonstrated experience navigating complex organizational approval processes for technology modernization, including ATO/authorization frameworks, risk management processes, and interagency coordination.
• Experience building trusted relationships across organizational boundaries — including with legal, security, IT, HR, and executive stakeholders — in support of complex, sensitive initiatives.
• A current, active US Government Security Clearance of TS/SCI with Polygraph.

Skills

• Direct experience at multiple IC agencies providing unique cross-agency perspective on how different organizations approach technology risk and adoption.
• Knowledge of government contracting laws, rules and regulations including, but not limited to, commercial items contracting requirements, Federal Acquisition Regulations (FAR), and Defense Federal Acquisition Regulation (DFAR).

Benefits

Amazon offers comprehensive benefits including health insurance, 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.