BD/Capture Manager for Cloud Sales: Federal Civilian
- Seattle, WA
Would you like to influence cloud computing adoption in the U.S. Federal Civilian 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 U.S. Dept. of Homeland Security and Dept. of Justice customers, as well as 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 focusing on the U.S. Dept. of Homeland Security and the U.S. Dept. of Justice, you will have the exciting opportunity to help shape and deliver on a strategy to build mind share and broad use of Amazon's utility computing web services (Amazon EC2, Amazon S3, Amazon RDS, Amazon DynamoDB, and other AWS services). 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 across our U.S. Dept. of Homeland Security and Dept. of Justice accounts. You will also be responsible for developing partner strategies to help accelerate customer adoption of AWS and partner growth.
You will develop and oversee implementation of capture strategies, partner strategies, proposal approaches and technical solutions, and help with written proposals for RFI/RFQ/RFP/BAA (i.e., RFx) for customers and APN partners. You will work closely with and support the AWS Homeland Security and Justice sales teams. You will manage a large procurement pipeline and coordinate with AWS partners to respond to those opportunities, and shape them. Given the broad reach of this territory, you will operate in opportunistic capacities while also identifying opportunities to programatize Amazon's business development and capture practices in a strategic manner. You will close business at a rapid rate and scale the capture acumen within the sales culture to include improved RFx responses, pre-RFx customer education and shaping, and even unsolicited proposal initiatives.
The ideal candidate will understand common procurement practices for U.S. Federal civilian agencies and have proven, strong project management skills. They will have a deep industry background 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 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. They will have hands-on experience in the full life cycle of capture management resulting in awarded contracts. Finally, they will have demonstrated experience with partner/channel development and shaping and winning business through partners. 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 Dept. of Homeland Security and Dept. of Justice agency 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 must 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. sales teams, service teams, legal, contracts, and proposal support) 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.
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.
• B.S. in engineering or computer science or a B.A. supplemented by substantive technical training in software development or systems engineering
• At least 5+ years of hands-on, full life cycle BD/Capture leadership experience with a demonstrable ability to win IT services or solutions related awards.
• Graduate degree in engineering or computer science, or business administration
• Experience working effectively across internal and external organizations
• Account or large program management experience with the U.S. Dept. of Homeland Security and Dept. of Justice accounts
• Experience shaping, winning, and executing U.S. Federal Civilian competitive contract opportunities.
• Enterprise sales experience, including successful program capture.
• opportunities and leading proposal responses to RFx's
• A good understanding of government procurement and government contract vehicles
• 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
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