Capture Manager, National Security & Defence, AWS Canada Strategic Pursuits, Public Sector

Amazon; Ottawa; On-site; CAD 111,000 - 186,000; Full time

Benefits offered by this job

Health insurance

RRSP

DPSP

Paid time off

Job summary

Amazon Canada in Ottawa is seeking a Senior Strategic Pursuits Manager to own government-focused capture efforts, shaping proposals and strategies for DND and other public sector opportunities. You will coordinate cross-functional teams, develop engagement plans, and present to executive audiences, leveraging Go-To-Market and BD experience.

This role is based in Ottawa with a strong impact on public procurement.

Qualifications

• 5+ years in Go-To-Market, BD, Sales, or Consulting.
• 5+ years of professional or military experience.
• Experience influencing leadership decisions at the organizational level.
• Experience presenting to executive audiences.
• Bachelor's degree in a relevant field.

Responsibilities

• Lead capture strategy for NSD pursuits including opportunity qualification, competitive positioning, win theme development, and bid/no-bid recommendations.
• Shape procurement requirements by engaging customers early to influence evaluation criteria, technical scope, and commercial models that enable AWS participation.
• Build and maintain strategic relationships with DND, CAF, CSE, CSIS, RCMP, and Shared Services Canada stakeholders at the working, Director, and DG/ADM levels.
• Coordinate cross-functional pursuit teams (Solutions Architecture, Security, ProServe, Legal, Business Contracts, Pricing, SCE) to deliver compliant, compelling proposals.
• Develop and execute call plans, customer engagement strategies, and relationship maps for target accounts.
• Lead proposal development including written responses, pricing strategies, oral presentations, and live demonstrations.
• Monitor the Canadian defence procurement pipeline (CanadaBuys, PSPC, DND procurement) and maintain a qualified opportunity backlog.
• Navigate Government of Canada procurement frameworks including SACC, TBIPS/SBIPS, Supply Arrangements, and Standing Offers.
• Identify and develop teaming arrangements with defence primes, systems integrators, and Indigenous partners.
• Brief AWS leadership on pipeline status, win/loss analysis, and strategic recommendations.

Skills

Go-To-Market

Business Development

Sales

Consulting

Executive presenting

Education

Bachelor's degree

Tools

PMP

Job description

Description

Key job responsibilities

• Lead capture strategy for NSD pursuits including opportunity qualification, competitive positioning, win theme development, and bid/no-bid recommendations
• Shape procurement requirements by engaging customers early to influence evaluation criteria, technical scope, and commercial models that enable AWS participation
• Build and maintain strategic relationships with DND, CAF, CSE, CSIS, RCMP, and Shared Services Canada stakeholders at the working, Director, and DG/ADM levels
• Coordinate cross-functional pursuit teams (Solutions Architecture, Security, ProServe, Legal, Business Contracts, Pricing, SCE) to deliver compliant, compelling proposals
• Develop and execute call plans, customer engagement strategies, and relationship maps for target accounts
• Lead proposal development including written responses, pricing strategies, oral presentations, and live demonstrations
• Monitor the Canadian defence procurement pipeline (CanadaBuys, PSPC, DND procurement) and maintain a qualified opportunity backlog
• Navigate Government of Canada procurement frameworks including SACC, TBIPS/SBIPS, Supply Arrangements, and Standing Offers
• Identify and develop teaming arrangements with defence primes, systems integrators, and Indigenous partners
• Brief AWS leadership on pipeline status, win/loss analysis, and strategic recommendations

A day in the life

You own the win. Morning is intelligence - scanning for opportunities, prepping customer engagements, updating relationship maps. Midday is coordination - aligning cross-functional pursuit teams (SA, Legal, Pricing, ProServe) and clearing blockers. Afternoon is execution - writing proposals, running demo rehearsals, mapping scoring criteria, building pricing models. Between it all: customer calls to shape requirements before the RFP drops.

You're part strategist, part project manager, part writer, part coach. You live in ambiguity, think in scoring rubrics, and rehearse like every point matters - because it does.

About the team

The AWS Canada Strategic Pursuits team wins the largest and most complex public sector cloud procurements in the country. We operate at the intersection of technology, policy, and commercial strategy, shaping how the Government of Canada adopts cloud at scale. Our team led the capture of the Consolidated IaaS and Native PaaS (INP) Framework Agreement, where AWS was ranked #1. We bring rigour, creativity, and customer obsession to every pursuit. If you thrive in ambiguity, think in scoring rubrics, and want to shape outcomes that compound over decades, this is your team.

Basic Qualifications

• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience

• 5+ years of professional or military experience

• Experience developing strategies that influence leadership decisions at the organizational level

• Experience presenting to both technical and non-technical executive audiences

• Bachelor's degree in a relevant field or equivalent work experience

Preferred Qualifications

• Master's degree in business, data science, public administration, finance, engineering, human resources, or related field, or PMP certificate

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.

The base salary range for this position is listed below. As a total compensation company, Amazon's package may include other elements such as sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon offers comprehensive benefits including health insurance (medical, dental, vision, prescription, basic life & AD&D insurance), Registered Retirement Savings Plan (RRSP), Deferred Profit Sharing Plan (DPSP), paid time off, and other resources to improve health and well-being. We thank all applicants for their interest, however only those interviewed will be advised as to hiring status.

CAN, ON, Ottawa - 111,300.00 - 185,800.00 CAD annually