Capture Manager, National Security & Defence, AWS Canada Strategic Pursuits, Public Sector

AWS Canada is seeking a Capture Manager to lead pursuit strategy and execution for National Security and Defence (NSD) opportunities across the Canadian federal landscape. This role sits within the Strategic Pursuits team and is responsible for identifying shaping and winning large-scale cloud procurements with the Department of National Defence (DND) Canadian Armed Forces (CAF) Communications Security Establishment (CSE) Canadian Security Intelligence Service (CSIS) Royal Canadian Mounted Police (RCMP) and adjacent national security organizations.
The successful candidate will own the end-to-end capture lifecycle - from opportunity identification and customer shaping through proposal development oral presentations and contract award - for complex multi-year procurements that define AWSs position in Canadas defence and intelligence community.

Key job responsibilities
Lead capture strategy for NSD pursuits including opportunity qualification competitive positioning win theme development and bid/no-bid recommendations
Shape procurement requirements by engaging customers early to influence evaluation criteria technical scope and commercial models that enable AWS participation
Build and maintain strategic relationships with DND CAF CSE CSIS RCMP and Shared Services Canada stakeholders at the working Director and DG/ADM levels
Coordinate cross-functional pursuit teams (Solutions Architecture Security ProServe Legal Business Contracts Pricing SCE) to deliver compliant compelling proposals
Develop and execute call plans customer engagement strategies and relationship maps for target accounts
Lead proposal development including written responses pricing strategies oral presentations and live demonstrations
Monitor the Canadian defence procurement pipeline (CanadaBuys PSPC DND procurement) and maintain a qualified opportunity backlog
Navigate Government of Canada procurement frameworks including SACC TBIPS/SBIPS Supply Arrangements and Standing Offers
Identify and develop teaming arrangements with defence primes systems integrators and Indigenous partners
Brief AWS leadership on pipeline status win/loss analysis and strategic recommendations

A day in the life
You own the win. Morning is intelligence - scanning for opportunities prepping customer engagements updating relationship maps. Midday is coordination - aligning cross-functional pursuit teams (SA Legal Pricing ProServe) and clearing blockers. Afternoon is execution - writing proposals running demo rehearsals mapping scoring criteria building pricing models. Between it all: customer calls to shape requirements before the RFP drops.

Youre part strategist part project manager part writer part coach. You live in ambiguity think in scoring rubrics and rehearse like every point matters - because it does.

About the team
The AWS Canada Strategic Pursuits team wins the largest and most complex public sector cloud procurements in the country. We operate at the intersection of technology policy and commercial strategy shaping how the Government of Canada adopts cloud at scale. Our team led the capture of the Consolidated IaaS and Native PaaS (INP) Framework Agreement where AWS was ranked #1. We bring rigour creativity and customer obsession to every pursuit. If you thrive in ambiguity think in scoring rubrics and want to shape outcomes that compound over decades this is your team.



- 5 years of Go-To-Market Business Development Sales or Consulting experience
- 5 years of professional or military experience
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience presenting to both technical and non-technical executive audiences
- Bachelors degree in a relevant field or equivalent work experience

- Masters degree in business data science public administration finance engineering human resources or related field or PMP certificate

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status disability or other legally protected status.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process including support for the interview or onboarding process please visit for more information. If the country/region youre applying in isnt listed please contact your Recruiting Partner.

The base salary range for this position is listed below. As a total compensation company Amazons package may include other elements such as sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience qualifications and location. Amazon offers comprehensive benefits including health insurance (medical dental vision prescription basic life & AD&D insurance) Registered Retirement Savings Plan (RRSP) Deferred Profit Sharing Plan (DPSP) paid time off and other resources to improve health and well-being. We thank all applicants for their interest however only those interviewed will be advised as to hiring status.

CAN ON Ottawa - 111300.00 - 185800.00 CAD annually