Strategic Pursuit Lead - AWS US Department of War Markets, US Strategic Pursuit Team

About the role

The role of Strategic Pursuit Lead at AWS focuses on influencing cloud computing adoption in the U.S. Department of War (DoW) market. The position involves working with DoW Sales teams to develop and maintain a multi-year pipeline of cloud-related opportunities, manage bid strategies, and prepare proposals for various RFx and IDIQ Contracts. The lead will also handle classified DoW materials and attend classified meetings as needed.

Responsibilities

• Develop and oversee implementation of bid strategies, proposal approaches, and technical solutions for DoW customers and APN partners.
• Close business with DoW customers and enhance capture acumen with industry-leading best practices, including improved RFx responses, pre-RFx customer education, and unsolicited proposal initiatives.
• Engage and communicate effectively in a wide range of technical and business discussions with internal AWS colleagues, APN partners, and end customers.
• Support account managers and solution architects in developing innovative cloud-based solutions, proposal win themes, and technical differentiators.
• Manage and execute the RFx proposal response plan, working with key internal stakeholders to understand and navigate government procurement processes and procedures.
• Contribute to innovative business solutions and strategies, and pricing analysis, while identifying bid opportunities through direct interactions with DoW customers and industry forums.
• Develop and respond to RFx opportunities, serving as a key member of the AWS Public Sector team.
• Ensure compliance with government acquisition guidelines and RFx requirements.

Requirements

• Experience in Go-To-Market, Business Development, Sales, or Consulting
• Minimum 5 years of hands-on, full lifecycle BD/Capture experience
• Demonstrable ability to win IT services or solutions related awards valued at $25M+ in the U.S. DoW market, including specifically the Air Force account
• Bachelor's degree in engineering (electrical/mechanical or related) or computer science, or equivalent work experience
• Current, active US Government Security Clearance of Top Secret or above

Qualifications

• Excellent oral and written communication skills in both technical and analytical domains
• Self-motivated with a great sense of urgency and follow-through
• A good understanding of government procurement and government contract vehicles
• Solid ability to develop, communicate, and document strategic programs and initiatives to stakeholders and executive management alike
• Ability to work effectively across internal and external organizations