Principal Channel Partner Lead, Amazon Leo for Government (ALG)

Amazon•Arlington, VA

13d•Onsite

About The Position

Are you looking to create value for millions of customers by helping to develop creative assets for Amazon Leo for Government customers? Do you want to work at a company where you are the owner, where you are encouraged to build, and where you have the autonomy to push boundaries? Do you have a passion for design and a desire to bring delightful products and services to life in an entirely new way? This describes your daily journey. Are you ready? Then join us on Amazon Leo. Amazon Leo is an initiative to launch a constellation of Low Earth Orbit satellites that will provide low-latency, high-speed broadband connectivity to unserved and underserved communities around the world. The Principal Channel Partner Business Development Lead, will play a pivotal role in defining and selling customer-oriented services for Amazon Leo satellite communication services through strategic partnerships with integrators, original equipment manufacturers, and service providers serving government customers. The successful candidate will have deep understanding of satellite broadband and telecommunication services for consumer, enterprise, telecom, transportation and government customers across the globe. We have an immediate opening for a Principal Channel Partner Business Development Lead, to deliver business growth focused on U.S. Government customers with unique requirements to operate in, from, and to space in support of Defense and National Security objectives. As Principal Channel Partner Business Development Lead, you will drive business growth through rapid adoption of Kuiper broadband and space connectivity services with Amazon Leo Government customers. This is an exciting opportunity for a satellite communications (SATCOM) experienced, high speed business development professional to own the definition and execution of ALG’s Business Development strategy and go-to-market plan for a key group of customers to deliver bar raising business outcomes. In this unique opportunity you will be a key member of ALG’s business development team as well as work closely with technical program management, product development, and engineering teams. 2025 will be a year of rapid growth and requires a particularly skilled and forward leaning business development leader who will be accountable to generate results for our customers and business. Code - 10037

Requirements

Bachelor's degree in engineering or related field
10+ years developing and executing satellite communications (SATCOM) sales strategies for government customers
Extensive experience carrying quotas and consistently exceeded them by doing the right things for customers
10+ years experience working with emerging solutions and providers including experience with SATCOM and/or cloud computing technology for government customers
8+ years experience developing and executing sales strategies for new product lines
8+ years experience working with new product/service development teams
This position requires that the candidate selected be a US Citizen and must currently possess and maintain an active TS/SCI security clearance.

Nice To Haves

Graduate Degree (e.g., Technical Masters, MBA)
Motivated self-starter, proactive and action-oriented
Strategic problem solving and collaboration skills
Must be able to understand and articulate the business value and technical overview of space-based solution, particularly for satellite communications
Track record of building rapport and close relationships with key government customers
Experience and success in negotiating complex deals with customers and partners

Responsibilities

Deliver business targets focused on growth within key strategic channel partnerships serving US government customer sets
Implement the strategic business development plan for Amazon Leo for Government with our channel partners and government customers, while working with key internal stakeholders (e.g., ALG's product and engineering teams, legal, operations support)
Develop and sustain persistent and trusted relationships with key strategic partners and key government customers at all levels
Distill diverse inputs from customers and stakeholders, lead complex strategic initiatives, and deliver results independently and with teams
Serve as the voice of our customer. Your inputs will drive product teams to invent and evolve the products to address customer issues, concerns, and requests from the field. To be successful, you will need to gather and analyze customer insights from business drivers, market trends, customer feedback, and operating metrics.
Develop and execute pipeline development, discrimination and implementation:
Develop strategic partnership opportunities to achieve ALG growth
Create a robust and healthy pipeline of opportunities focused on this key customer set and then deliver planned business outcomes
Close government and strategic partnership deals in coordination with Amazon and Amazon Leo legal, marketing, Export Control, and Public Policy teams
Manage complex contract negotiations and complex business requirements and activities which deliver results
Develop tailored Service Level Agreements (SLA) which reflect government customer requirements and Amazon Leo network capabilities
Think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally to build consensus.
Deliver excellent written and verbal communications including a passion for writing detailed strategic and go-to-market documents
Communicate significantly complex decisions, trade-offs, results, and financial modeling succinctly, both verbally and in writing, to customers and stakeholders
Consistently exceed key performance metrics and Deliver Results
Mentor and develop others with the ALG team