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Strategic Pursuits Manager – US State & Local Government & Higher Education Sales, SLG EDU Strategic Pursuits
Job Location:
Job Location:
Boston, MA - USA
Monthly Salary:
Not provided by the employer
Monthly Salary:
Posted:
27 July 2026 (30+ days ago)
Posted:
Application Deadline:
30 November 2026
Application Deadline:
Vacancies:
1 Vacancy
Vacancies:
Job Summary
Application deadline: Sep 4 2026
Strategic Pursuits Manager US State & Local Government & Higher Education Sales
Would you like to influence cloud computing adoption in the US State/Local Government & Higher Education sector Would you like to be part of a team focused on increasing awareness and adoption of Amazon Web Services by engaging with United States public sector organizations who are reinventing their IT strategy by adopting cloud computing and artificial intelligence 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 Strategic Pursuits Manager for Amazon Web Services (AWS) focusing on the US State/Local government (SLG) and Higher Education (EDU) market you will have the exciting opportunity to help shape and deliver on a strategy to build mindshare and broad use of Amazons cloud native services professional services and solution offerings. Your responsibilities will include working with the internal AWS Sales Teams to identify emerging customer needs and trends develop winning business strategies pricing partner and proposal strategies. The Strategic Pursuits Manager will work with the AWS field sales and partner teams to close business at a rapid rate across the public sector.
You should possess prior capture management and/or business development and technology experience supporting innovative technical solutions. The candidates background will show a 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. Must have solid negotiations skills ability to navigate complex situations with many dependencies and ability to work across many stakeholders to get to yes.
**This position has location flexibility in an AWS Office listed on the job posting.**
Key job 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.
- You must know acquisition policies & procedures and have experience with public sector compliance requirements.
- 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
About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description we encourage candidates to apply. If your career is just starting hasnt followed a traditional path or includes alternative experiences dont let it stop you from applying.
Why AWS
Amazon Web Services (AWS) is the worlds most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating thats why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Inclusive Team Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger more collaborative teams. Our continual innovation is fueled by the bold ideas fresh perspectives and passionate voices our teams bring to everything we do.
Mentorship & Career Growth
Were continuously raising our performance bar as we strive to become Earths Best Employer. Thats why youll find endless knowledge-sharing mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
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. When we feel supported in the workplace and at home theres nothing we cant achieve.
- 5 years of Go-To-Market Business Development Sales or Consulting experience
- Bachelors 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
- 2 years of working with Data & AI related technologies including but not limited to AI/ML (Artificial Intelligence/Machine Learning) GenAI (Generative AI) Analytics Database and/or Storage experience
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status disability or other legally protected status.
Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees supervisors and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees supervisors and staff to ensure exceptional customer service; and follow all federal state and local laws and Company policies. Criminal history may have a direct adverse and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above as well as the abilities to adhere to company policies exercise sound judgment effectively manage stress and work safely and respectfully with others exhibit trustworthiness and professionalism and safeguard business operations and the Companys reputation. Pursuant to the Los Angeles County Fair Chance Ordinance we will consider for employment qualified applicants with arrest and conviction records.
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.
Strategic Pursuits Manager US State & Local Government & Higher Education Sales
Would you like to influence cloud computing adoption in the US State/Local Government & Higher Education sector Would you like to be part of a team focused on increasing awareness and adoption of Amazon Web Services by engaging with United States public sector organizations who are reinventing their IT strategy by adopting cloud computing and artificial intelligence 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 Strategic Pursuits Manager for Amazon Web Services (AWS) focusing on the US State/Local government (SLG) and Higher Education (EDU) market you will have the exciting opportunity to help shape and deliver on a strategy to build mindshare and broad use of Amazons cloud native services professional services and solution offerings. Your responsibilities will include working with the internal AWS Sales Teams to identify emerging customer needs and trends develop winning business strategies pricing partner and proposal strategies. The Strategic Pursuits Manager will work with the AWS field sales and partner teams to close business at a rapid rate across the public sector.
You should possess prior capture management and/or business development and technology experience supporting innovative technical solutions. The candidates background will show a 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. Must have solid negotiations skills ability to navigate complex situations with many dependencies and ability to work across many stakeholders to get to yes.
**This position has location flexibility in an AWS Office listed on the job posting.**
Key job 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.
- You must know acquisition policies & procedures and have experience with public sector compliance requirements.
- 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
About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description we encourage candidates to apply. If your career is just starting hasnt followed a traditional path or includes alternative experiences dont let it stop you from applying.
Why AWS
Amazon Web Services (AWS) is the worlds most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating thats why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Inclusive Team Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger more collaborative teams. Our continual innovation is fueled by the bold ideas fresh perspectives and passionate voices our teams bring to everything we do.
Mentorship & Career Growth
Were continuously raising our performance bar as we strive to become Earths Best Employer. Thats why youll find endless knowledge-sharing mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
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. When we feel supported in the workplace and at home theres nothing we cant achieve.
- 5 years of Go-To-Market Business Development Sales or Consulting experience
- Bachelors 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
- 2 years of working with Data & AI related technologies including but not limited to AI/ML (Artificial Intelligence/Machine Learning) GenAI (Generative AI) Analytics Database and/or Storage experience
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status disability or other legally protected status.
Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees supervisors and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees supervisors and staff to ensure exceptional customer service; and follow all federal state and local laws and Company policies. Criminal history may have a direct adverse and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above as well as the abilities to adhere to company policies exercise sound judgment effectively manage stress and work safely and respectfully with others exhibit trustworthiness and professionalism and safeguard business operations and the Companys reputation. Pursuant to the Los Angeles County Fair Chance Ordinance we will consider for employment qualified applicants with arrest and conviction records.
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. Your Amazon package will include sign-on payments and restricted stock units (RSUs). 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 CA Sacramento - 147900.00 - 200100.00 USD annually
USA CO Denver - 147900.00 - 200100.00 USD annually
USA MA Boston - 147900.00 - 200100.00 USD annually
USA MI Detroit - 147900.00 - 200100.00 USD annually
USA NY New York - 162700.00 - 220200.00 USD annually
USA TX Austin - 147900.00 - 200100.00 USD annually
USA TX Dallas - 147900.00 - 200100.00 USD annually
USA VA Arlington - 147900.00 - 200100.00 USD annually
USA WA Seattle - 147900.00 - 200100.00 USD annually
Required Experience:
Manager
About Company
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