US NatSec BD/Capture Manager , US NatSec Federal Strategic Pursuits

About the role

As a Business Development/Capture Manager for AWS focusing on the National Security (NatSec) market segment, you will help shape and deliver a strategy to build mind share and broad use of Amazon's utility computing web services (Amazon EC2, Amazon S3, etc.) and Amazon AI services including SageMaker and Bedrock.

Responsibilities

• Work with NatSec Sales teams to develop and maintain a multi-year pipeline of cloud-related opportunities, and help develop written proposals for Government customers and AWS partners leading to contract awards.
• Drive business growth through the identification, qualification, capture, proposal, and award of NatSec new business opportunities in collaboration with field and partner sales teams.
• Engage and communicate effectively in technical and business discussions with internal AWS colleagues, partners, and customers, leveraging deep industry background.
• Support account managers and solution architects in developing innovative cloud-based solutions, proposal win themes, and technical differentiators using demonstrable technical depth.
• Apply hands-on experience in the full life cycle of capture management to identify, qualify, capture, propose, and award individual contracts valued in excess of $50M.
• Identify bid opportunities through direct interactions with existing and prospective NatSec customers, industry forums, and procurement resources.
• Serve as a key member of the AWS Public Sector team in capturing and awarding new business opportunities.
• Ensure compliance with government acquisition guidelines and RFx requirements.

Requirements

• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience.
• 5+ years of professional or military experience.
• 5+ years of experience developing, negotiating, and executing business agreements.
• 5+ years of experience working with Data & AI related technologies, including AI/ML, GenAI, Analytics, Database, and/or Storage.
• Bachelor's degree in Computer Science, Engineering, Business, or equivalent experience.
• Experience developing strategies that influence leadership decisions at the organizational level.
• 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 span business and technology.
• 5+ years of experience responding to requests for proposals (e.g., determining requirements, matching requirements to technical approach and solutions, developing solutions against requirements).
• Demonstrable ability to win IT services or solutions related awards valued at $50M+ in the U.S. NatSec market.
• Current, active US Government Security Clearance of TS/SCI with Polygraph (required).
• US Citizenship (required).

Qualifications

• Master’s degree in Computer Science, Engineering, or Business.
• Experience interpreting data and making business recommendations across leadership and cross-functional teams.
• Account or large ($50M+) program management experience in the NatSec market.
• Enterprise NatSec ODNI and FBI sales experience, including successful large program ($50M+) capture.
• A deep understanding of government procurement and government contracts.

About the team

Our US Federal BD/Capture team includes technical business development, capture, and acquisition professionals operating across virtually every segment of the US Federal market: Federal Civilian, Federal Finance, DoD, and National Security organizations. This team builds internal and external relationships and integrates resources from AWS Sales and other parts of the business to help partners win cloud-enabled business. We are a driven, creative, and dynamic team that thrives on collaboration and supports new hires to strengthen our collective impact.

Benefits

• Comprehensive health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance, and optional supplemental life plans).
• Employee Assistance Program (EAP), Mental Health Support, and Medical Advice Line.
• Flexible Spending Accounts.
• Adoption and Surrogacy Reimbursement coverage.
• 401(k) matching.
• Paid time off and parental leave.
• Sign-on payments and restricted stock units (RSUs).

Pay

Base salary range: $147,900.00 - $200,100.00 USD annually (Herndon, VA). Final compensation will be determined based on experience, qualifications, and location.