Business Development Capture Senior Executive, US NatSec Federal Strategic Pursuits

As a Business Development/Capture Manager for AWS focusing on the National Security (NatSec) 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 etc. and Amazon AI services including SageMaker and Bedrock).

Key job 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.
Work with the field and partner sales teams to drive business growth through the identification qualification capture proposal and award of NatSec new business opportunities.
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 partners and 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 identification qualification capture proposing and award of individual contracts valued in excess of $50M.
Identify bid opportunities through direct interactions with existing and prospective NatSec 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 qualifying capturing proposing and awarding new business opportunities.
Have experience with government acquisition guidelines and RFx compliance requirements.

This position requires that the candidate selected be a US Citizen and must currently possess and maintain an active TS/SCI security clearance with polygraph.

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 and National Security 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 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 makes us stronger.

Diverse Experiences
Amazon 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.

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 in the cloud.

Inclusive Team Culture
Here at AWS its in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences inspire us to never stop embracing our uniqueness.

Mentorship and 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.

- 5 years of Go-To-Market Business Development Sales or Consulting experience
- 5 years of professional or military experience
- 5 years of developing negotiating and executing business agreements experience
- 5 years of working with Data & AI related technologies including but not limited to AI/ML GenAI Analytics Database and/or Storage experience
- Bachelors degree
- 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/or span business and technology
- 5 years of responding to requests for proposals (e.g. determining requirements matching requirements to technical approach and solutions developing solutions against requirements) experience
- Experience completing complex tasks quickly with little to no guidance and react with appropriate urgency to situations that require a quick turnaround or experience in sales/business development
- Bachelors degree in Computer Science Engineering Business or equivalent experience
- 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

- Experience interpreting data and making business recommendations
- Experience interpreting data and making business recommendations across leadership and cross-functional teams
- Masters degree in Computer Science Engineering or Business
- 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

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. 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 VA Herndon - 147900.00 - 200100.00 USD annually