Senior Technical Business Development Manager, Global Government at Sourceo

Sourceo; Wellington; On-site; NZD 150,000 - 180,000; Full time

Job summary

Amazon Web Services (AWS) in New Zealand seeks an experienced Technical Business Development Manager to help government agencies accelerate cloud and AI missions. The role collaborates across ANZ and with peers globally within the Global Government team.

You will build trust with senior government leaders, shape end-to-end mission delivery, and translate customer needs into market-ready solutions, balancing technology strategy with commercial execution.

Qualifications

• Experience communicating across technical and non-technical audiences, including executive level stakeholders.
• 5+ years of government technology delivery, procurement, or design.
• Track record of identifying, developing, negotiating, and closing complex technology opportunities in the government sector.
• Experience defining and executing go-to-market strategies with partners that deliver measurable commercial outcomes.
• Understanding of cloud computing and AI/ML technologies in a government context.

Responsibilities

• Own end-to-end business outcomes for government missions, from problem identification through to market-ready delivery.
• Develop the commercial and operational model, prove value through PoCs or pilots, and enable partners and ISVs to deliver repeatable solutions at scale.
• Build and maintain executive-level relationships with senior government leaders and decision-makers.

Skills

Executive communication

Government tech delivery

Go-to-market with partners

Cloud and AI understanding

Job description

AWS is seeking an experienced Technical Business Development Manager to help government agencies in New Zealand accelerate their missions through cloud and AI. Based in New Zealand, this role collaborates across Australia and New Zealand and with peers globally as part of our Global Government team.

The ideal candidate brings instant credibility with senior government leaders, built either from within government itself or from extensive experience working alongside it. Whether you have delivered, designed, procured, or built technology solutions inside a government agency, or partnered closely with government to do so, you understand how government operates and can earn trust quickly with senior leaders.

You bring genuine curiosity about cloud and AI, and practical understanding of their implications for citizen services, data-driven policy, and operational efficiency. You are the prime point of contact for the customer on a given mission. You build deep relationships with customer stakeholders, act as a trusted advisor, and genuinely understand where the customer is trying to get to. You think beyond the immediate ask, helping customers get on the front foot with second-order challenges: what happens post-pilot, who operates at scale, how to avoid single-provider dependency, what governance needs to exist.

This is a role for someone who thrives at the intersection of government domain expertise, technology strategy, and commercial execution, and who can turn engagements into repeatable, market-ready outcomes.

Key job responsibilities

Own end-to-end business outcomes for government missions, from problem identification through to market-ready delivery. Missions may originate from customer need, a proactive opportunity you identify, or a partner/ISV solution you help scale. Assess the best delivery approach for each mission: native AWS services, partner or ISV products, customer-built capability, managed services, or a combination. Develop the commercial and operational model, prove value through PoCs or phased pilots, and get partners and ISVs enabled and positioned to deliver repeatable solutions at scale. Pull together the right team for each mission: SAs, ProServe, specialists, ISVs, and system integrators. Transition ownership to partners so AWS specialist resources stay available for the next mission. Build and maintain executive-level relationships with senior government leaders and decision-makers. Work within the Account Manager's customer relationship, aligned to the broader account strategy. Help customers think ahead: post-pilot operations, scale, governance, and dependencies they haven't yet considered. Collaborate with Global Government peers to share best practice and support activity across the broader ANZ region.

A day in the life

Your morning starts with a discovery session alongside a government Chief Digital Officer, helping them work through how AI could fundamentally change the way citizens interact with a frontline service. Mid-morning, you're on a call with a systems integrator, shaping a joint approach to a complex data-sharing challenge a customer has been stuck on for months. After lunch, you're running a working session with a customer team preparing for a pilot, helping them think through what "good" looks like at scale and who needs to be in the room to make it happen. You end the day reviewing a proof of concept with a partner, stress-testing whether the solution is genuinely ready for the customer to take forward with confidence.

About the team

This role is part of our Global Government team within AWS Worldwide Public Sector. You will work alongside a small, focused group of government domain experts across ANZ and globally, bringing credibility and commercial rigour to help public sector customers succeed.

Diverse Experiences

AWS values diverse experiences. Even if you do not meet all of the 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.

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 conferences, inspire us to never stop embracing our uniqueness.

Mentorship \& 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.

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.

Basic Qualifications

• Experience communicating across technical and non-technical audiences, including executive level stakeholders or clients
• 5+ years of experience in government technology delivery, procurement, or design.
• Track record of identifying, developing, negotiating, and closing complex technology opportunities in the government sector, or of leading significant technology initiatives within government.
• Experience defining and executing go-to-market strategies with partners that deliver measurable commercial outcomes.
• Understanding of cloud computing and AI/ML technologies in a government context, including data sovereignty, shared platforms, interoperability, and secure-by-design architectures.

Preferred Qualifications

• Deep knowledge of the digital government landscape, including transformation strategies, procurement frameworks, and decision-making structures.
• Existing relationships across ANZ public sector and government technology communities.
• Experience building and executing joint GTM strategies with technology partners serving government.
• Familiarity with digital public infrastructure and how governments use shared technology platforms to deliver services at scale.
• Experience leading cross-functional initiatives spanning business development, technical teams, partners, and policy stakeholders.
• 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.