Strategic Pursuit Lead - AWS US Department of War Markets, US Strategic Pursuit Team

Amazon • Herndon, VA

1d • Onsite

About The Position

This role focuses on influencing cloud computing adoption within the U.S. Department of War (DoW) market for Amazon Web Services (AWS) Worldwide Public Sector. The Strategic Pursuit Lead will work with Air Force Account customers, consulting and technology partners from Amazon’s Partner Network (APN), to transform public sector IT strategy through cloud computing. The position requires business acumen, public sector industry experience, and a technical background to establish Amazon as a leading cloud platform provider. The role involves shaping and delivering a strategy to increase awareness and adoption of AWS services like Amazon EC2, Amazon S3, Amazon RDS, and Amazon DynamoDB.

Requirements

• Experience in Go-To-Market, Business Development, Sales, or Consulting
• Minimum 5 years of hands-on, full lifecycle BD/Capture experience
• Demonstrable ability to win IT services or solutions related awards valued at $25M+ in the U.S. DoW market, including specifically the Air Force account
• B.S. in engineering (electrical/mechanical or related) or computer science, or B.A. with equivalent work experience
• Current, active US Government Security Clearance of Top Secret or above
• US citizen

Nice To Haves

• Account or large program management experience in the Air Force market
• Enterprise sales experience, including successful large program ($50M+) capture
• Excellent oral and written communication skills in both technical and analytical domains
• Experience identifying bid opportunities and leading proposal responses to RFx’s
• Self-motivated with a great sense of urgency and follow-through
• A good 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
• Ability to work effectively across internal and external organizations

Responsibilities

• Work with DoW Sales teams to develop and maintain a multi-year pipeline of cloud-related opportunities.
• Develop and oversee implementation of bid strategies, proposal approaches, and technical solutions.
• Assist with written proposals for RFI/RFQ/RFP/BAA (i.e. RFx) and IDIQ Contracts for customers and APN partners.
• Collaborate with field and partner sales teams to close business.
• Enhance capture acumen with industry-leading best practices, including improved RFx responses, pre-RFx customer education and shaping, and unsolicited proposal initiatives.
• Handle classified DoW materials and attend classified meetings as needed.
• Engage and communicate effectively in a wide range of technical and business discussions with internal AWS colleagues, APN partners, and end customers, leveraging a deep industry background.
• Support account managers and solution architects in developing innovative cloud-based solutions, proposal win themes, and technical differentiators.
• Identify bid opportunities through direct interactions with existing and prospective DoW customers, industry forums, and procurement resources.
• Serve as a key member of the AWS Public Sector team identifying and responding to RFx opportunities.
• Develop, manage, and execute the RFx proposal response plan.
• Work with key internal stakeholders (sales teams, service teams, legal, contracts, proposal support) to understand and navigate government procurement processes and procedures.
• Act as a thought leader for program pursuit, proposal responses, and win themes.
• Support ROI/TCO analyses, define AWS technical discriminators, and contribute to innovative business solutions, strategies, and pricing.

Benefits

• 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
• Parental leave
• Sign-on payments
• Restricted stock units (RSUs)

What This Job Offers

• Job Type: Full-time
• Career Level: Senior