• B.S. or B.A. (computer science or engineering focus ideal, but not required)
  • Experience working effectively across internal and external organizations
  • Minimum of 3 years professional experience, ideally with 1-2 years of hands-on BD/Capture, sales, or proposal experience (preferably in IT)
Would you like to drive mission focused, cloud based procurements and solutions with U.S. Federal Civilian Agencies 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 the Federal Government, as well as with consulting and technology partners from Amazon’s Partner Network (APN), to transform public sector IT strategy through cloud computing? Do you have the entrepreneurial acumen, public sector 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, you will have the exciting opportunity to design and deliver strategies to promote mission focused solutions based on AWS’s cloud services (including AI/ML, data analytics, robotics, storage, and other services), Professional Services, and solutions for Federal Civilian customers. You will work closely with senior BD professionals to understand and grow your BD, capture, and federal procurement acumen and expertise. Your responsibilities as an individual contributor will include working with the internal AWS Public Sector team to develop and maintain a multi-year pipeline of cloud-related opportunities.
You will work closely with senior level BD and capture professionals to develop and implement capture strategies inclusive of partner, proposal, and technical solution considerations. You will work with proposal and technical writing teams to develop written responses to RFI/RFQ/RFP/BAA (i.e., RFx) responses for customers and APN partners. You will work closely with and support the AWS sales teams. You will manage a large procurement pipeline and coordinate with AWS partners to influence and shape those opportunities and ultimately respond to them. Given the broad reach of this territory, you will operate in opportunistic capacities, while also identifying opportunities to programatize AWS’s BD and capture practices in a strategic manner.
The candidate will have a baseline understanding (or interest in) common procurement practices for U.S. Federal civilian agencies/ They must be excellent communicators and have proven, project management skills. They will have a collaborative nature that enables them to engage and communicate effectively in a wide range of technical and business discussions with internal AWS colleagues, APN partners, and customers. They will have the technical aptitude and interest to support account managers and solution architects in developing innovative cloud-based solutions, proposal win themes, and technical differentiators.
Candidates will be required, as part of the interview process, to demonstrate their ability to think strategically about the mission, relevant AWS products or services, and technical challenges and opportunities related to cloud migration, including their ability to build and convey compelling value propositions.
Successful candidates will identify bid opportunities through direct interactions with existing and prospective customers, AWS partners, and through a wide range of industry forums and procurement resources. They will serve as a key member of the AWS Public Sector team identifying and responding to RFx opportunities. Therefore, they should know government acquisition guidelines and have experience with government RFx compliance requirements. Our BD/Capture Managers often develop, manage, and execute the RFx proposal response plan while working with key internal stakeholders (e.g. proposal, tech writing, sales teams, service teams, legal, contracts) to understand and navigate government procurement processes and procedures. They will be a thought leader with respect to program pursuit, proposal responses, win themes, ROI/TCO analyses, technical discriminators, innovative business solutions and strategies, and pricing.
  • This position requires that the candidate selected be a US citizen.
Our team is dedicated to supporting new members. We have a broad mix of experience levels and tenures, and we’re building an environment that celebrates knowledge sharing and mentorship. Our senior members enjoy one-on-one mentoring and thorough, but kind, code reviews. We care about your career growth and strive to assign projects based on what will help each team member develop into a better-rounded engineer and enable them to take on more complex tasks in the future.
Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have ten employee-led affinity groups, reaching 40,000 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. Amazon’s culture of inclusion is reinforced within our 14 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.
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 aren’t focused on how many hours you spend at work or online. Instead, we’re happy to offer a flexible schedule so you can have a more productive and well-balanced life—both in and outside of work.
  • Graduate degree in engineering or computer science, or business administration
  • Account, BD/capture, or program management experience for US Federal Civilian customers
  • Experience shaping, winning, and executing U.S. Federal Civilian contract opportunities
  • Enterprise sales experience, including successful program capture
  • Excellent oral and written communication skills in both technical and analytical domains and experience identifying bid opportunities and leading proposal responses to RFx’s
  • Self-motivated with a great sense of urgency and follow-through
  • A solid 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
  • Meets/exceeds Amazon’s leadership principles requirements for this role
  • Meets/exceeds Amazon’s functional/technical depth and complexity
Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us