As a Business Development/Capture Manager for AWS focusing on the National market segment, 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, 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, help develop written proposals and offerings 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 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, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.
Why AWS
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s 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, there’s nothing we can’t achieve in the cloud.
Inclusive Team Culture
Here at AWS, it’s 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
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.- 6+ years of shaping and responding to requests for proposals (e.g., determining requirements, matching requirements to technical approach and solutions, developing solutions against requirements) experience
- Bachelor's 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
- Self-motivated with a sense of urgency and follow-through
- Current, active US Government Security Clearance of Top Secret SCI with polygraph- Master’s degree in Computer Science, Engineering, or Business
- Account or large ($50M+) program management experience in the NatSec market
- Enterprise NatSec 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
https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
