Strategic Pursuits Manager – US State & Local Government & Higher Education Sales, SLG EDU Strategic Pursuits

About the role

This position has location flexibility in an AWS Office listed on the job posting.

Responsibilities

• Executes strategies and tactics to deliver a qualified pipeline of opportunities with pursuit/win plans for each.
• Research and analyze available data to identify cloud related customer cloud solutions needs and buying trends (from a variety of sources to include State Budgets, government trade sources and procurement sites such as Government Navigator and Deltek GovWin).
• Build and manage a pipeline of multiple Pre-RFP and RFP opportunities and develop/drive the pursuit plan for each.
• Manage and execute the pursuit plans as well as the proposal response plan (if applicable) while working with key internal stakeholders (e.g. partner teams, sales teams, proposal team, service teams, legal, support, etc.) to position AWS and our partners to win the business.
• Develop win strategies, cloud friendly procurement approaches, technical discriminators, and innovative strategies working with AWS stakeholders and partners specific to each opportunity.
• Lead the negotiations of direct contracts to include Enterprise Agreements, BAA, NDAs, etc.
• Understand and navigate government contracting vehicles and procedures.
• Be a thought leader with respect to program pursuit, proposal responses, win strategies, technical discriminators, solutions providers and pricing.
• Understand and navigate government contracting vehicles and procedures.
• Be a thought leader with respect to program pursuit, proposal responses, win strategies, technical discriminators, solutions providers and pricing.
• Develop win strategies, cloud friendly procurement approaches, technical discriminators, and innovative strategies working with AWS stakeholders and partners specific to each opportunity.
• Lead the negotiations of direct contracts to include Enterprise Agreements, BAA, NDAs, etc.
• Understand and navigate government contracting vehicles and procedures.
• Be a thought leader with respect to program pursuit, proposal responses, win strategies, technical discriminators, solutions providers and pricing.

Requirements

• Must have solid negotiations skills, ability to navigate complex situations with many dependencies, and ability to work across many stakeholders to “get to yes”.
• Proven experience managing a portfolio of engagements with timelines varying from weeks to multiple years and numerous milestones.
• Up to 30% travel required.
• Excellent communication and writing skills.
• Experience translating strategy into proposal win themes during the proposal stage.

Qualifications

• 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 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.

Skills

• Prior capture management and/or business development and technology experience supporting innovative technical solutions.
• Demonstrated ability to think strategically about the full variety of cloud-enabled solutions possible/needed and to build/execute a plan to “identify and match” available solutions to customer needs and wants.

Benefits

Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, 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 https://amazon.jobs/en/benefits.

Pay

The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs).

• USA, CA, Sacramento - 147,900.00 - 200,100.00 USD annually
• USA, CO, Denver - 147,900.00 - 200,100.00 USD annually
• USA, MA, Boston - 147,900.00 - 200,100.00 USD annually
• USA, MI, Detroit - 147,900.00 - 200,100.00 USD annually
• USA, NY, New York - 162,700.00 - 220,200.00 USD annually
• USA, TX, Austin - 147,900.00 - 200,100.00 USD annually
• USA, TX, Dallas - 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

Schedule

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.