Business Development/Capture Manager - US Department of Defense/Air Force Markets

Would you like to influence cloud computing adoption in the U.S. Department of Defense (DoD) market as part of Amazon Web Services (AWS) Worldwide Public Sector Would you like to work as part of a team focused on increasing awareness and adoption of AWS by engaging with our Air Force Account customers as well as consulting and technology partners from Amazons Partner Network (APN) to transform public sector IT strategy through cloud computing Do you have the business savvy public sector industry experience and the technical background necessary to help further establish Amazon as a leading cloud platform provider

As a Business Development/Capture Manager for AWS focusing on the Air Force market segment you will have the exciting opportunity to help shape and deliver on a strategy to build mind share and broad use of Amazons utility computing web services (Amazon EC2 Amazon S3 Amazon RDS Amazon DynamoDB and other AWS services).

You will:

Work with DoD Sales teams to develop and maintain a multi-year pipeline of cloud-related opportunities develop and oversee implementation of bid strategies proposal approaches and technical solutions and help with written proposals for RFI/RFQ/RFP/BAA (i.e. RFx) and IDIQ Contracts for customers and APN partners.

Work with the field and partner sales teams to close business and enhance our capture acumen with industry leading best practices to include improved RFx responses pre-RFx customer education and shaping and even unsolicited proposal initiatives.

Handle classified DoD materials and attend classified meetings as needed.

Possess a deep industry background that enables you to engage and communicate effectively in a wide range of technical and business discussions with internal AWS colleagues APN partners and end customers.

Have demonstrable technical depth and the expertise to support account managers and solution architects in development of innovative cloud-based solutions proposal win themes and technical differentiators.

Have hands-on experience in the full life cycle of capture management resulting in capture of individual contracts valued in excess of $25M.

Identify bid opportunities through direct interactions with existing and prospective DoD customers as well as through a wide range of industry forums and procurement resources.

Serve as a key member of the AWS Public Sector team identifying and responding to RFx opportunities.

Have experience with government acquisition guidelines and RFx compliance requirements.

Our BD/Capture Manager often develops manages and executes the RFx proposal response plan while working with key internal stakeholders (e.g. sales teams service teams legal contracts and proposal support) to understand and navigate government procurement processes and procedures. You will be a thought leader with respect to program pursuit proposal responses and win themes as you learn to support ROI/TCO analyses define AWS technical discriminators and contribute to innovative business solutions and strategies and pricing.

Here at AWS we embrace our differences. We are committed to furthering our culture of inclusion. We have twelve employee-led affinity groups reaching 40000 employees in over 190 chapters globally. We have innovative benefit offerings and we host annual and ongoing learning experiences including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences. Amazons culture of inclusion is reinforced within our 16 Leadership Principles which remind team members to seek diverse perspectives learn and be curious and earn trust.

Work/Life Balance
Our team also puts a high value on work-life balance. Striking a healthy balance between your personal and professional life is crucial to your happiness and success here which is why we arent focused on how many hours you spend at work or online. Instead were happy to offer a flexible schedule so you can have a more productive and well-balanced lifeboth in and outside of work.

Mentorship & Career Growth
Our team is dedicated to supporting new members. We have a broad mix of experience levels and tenures and were building an environment that celebrates knowledge sharing and mentorship. We care about your career growth and strive to assign projects based on what will help each team member develop into a better-rounded professional and enable them to take on more complex tasks in the future.

This position requires that the candidate selected be a US citizen and currently possess and maintain an active Top Secret security clearance.

About the team
Our US Federal BD/Capture team includes technical business development capture and acquisition professionals who operate across virtually every segment of the US Federal market: Federal Civilian Federal Finance DoD National Security and Non/Not-for-Profits organizations. This team builds internal and external relationships and integrates resources from AWS Sales and numerous other parts of the business to help our partners win cloud-enabled business. We are a driven creative and very dynamic team that thrives on collaboration across organizational lines. We are also very supportive of new hires because we know that each addition to our team only makes us stronger.

- Minimum 7 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. DoD market including specifically the Air Force account
- B.S. in engineering (electrical/mechanical or related) or computer science or B.A. with equivalent work experience
- Current active US Government Security Clearance of Top Secret or above

- Account or large program management experience in the Air Force market
- Enterprise sales experience including successful large program ($50M) capture
- Excellent oral and written communication skills in both technical and analytical domains and experience identifying bid opportunities and leading proposal responses to RFxs
- Self-motivated with a great sense of urgency and follow-through
- A good understanding of government procurement and government contract vehicles
- Excellent communicator who can quickly earn the respect of the team partners and customers
- 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

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.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $133200/year in our lowest geographic market up to $220200/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge skills and experience. Amazon is a total compensation company. Dependent on the position offered equity sign-on payments and other forms of compensation may be provided as part of a total compensation package in addition to a full range of medical financial and/or other benefits. For more information please visit This position will remain posted until filled. Applicants should apply via our internal or external career site.