Principal Technical Business Development Specialist , WWSO HPC Specialist, US Federal & Public Sector

Amazon Inc.; Boston (MA); On-site; USD 176,000 - 238,000; Full time

Job summary

Amazon Web Services, Inc. is seeking a Principal Technical Business Development Specialist to own end-to-end GTM strategy for HPC in the US Federal market, including GovCloud and Secret/Top Secret regions.

You will build strategic partnerships, craft compelling business cases, and influence product roadmaps while guiding cross-functional teams to win deals with Defense, Intelligence, and civilian agencies. The role requires deep cloud and HPC expertise, strong negotiation skills, and the ability

Qualifications

• 10+ years in Go-To-Market, business development, or related roles.
• Experience influencing product management or senior leadership decisions.
• Bachelor’s degree; active clearance or ability to obtain Top Secret.
• Experience with federal or regulated markets preferred, including defense/intelligence.

Responsibilities

• Lead end-to-end GTM strategy for HPC in US Federal/Public Sector.
• Develop partnership and deal strategies with senior customers.
• Collaborate with cross-functional teams (sales, solutions, product, partners, marketing).
• Craft value propositions, business cases, and financial proposals.
• Influence AWS roadmaps with federal customer insights.

Skills

Go-To-Market

Business Development

Sales

Cross-functional leadership

Customer relations

Education

Bachelor's degree

Master’s degree

Tools

AWS HPC

HPC

Cloud computing

Job description

Principal Technical Business Development Specialist , WWSO HPC Specialist, US Federal & Public Sector

Job ID: 10579162 | Amazon Web Services, Inc.

Would you like to be part of a team redefining the IT industry for the Federal and Public Sector market? The Worldwide Specialist Organization (WWSO) within AWS Sales, Marketing, and Global Services (SMGS) is seeking an experienced Senior Technical Business Development Manager to develop and lead go-to-market strategies for HPC and Accelerated Compute solutions serving Defense, Intelligence Community, and civilian federal agencies.

In this role, you will own the end-to-end GTM strategy for HPC in the US Federal market, with particular emphasis on AWS Government Regions (GovCloud, Secret Region, Top Secret Region). You will identify and develop business strategies that address critical HPC requirements for customers operating in classified and regulated environments, while building and executing campaigns that drive out-year growth across the federal HPC portfolio.

You will be responsible for developing partnership and deal strategies, managing strategic customer relationships at senior and executive levels, and driving top-line revenue growth for the federal HPC business. Success requires the ability to think strategically about business, product, and technical challenges while working effectively with cross-functional teams to drive performance goals. You must be able to craft compelling value propositions, develop business case and financial proposals, and influence technical decisions at the highest levels of federal agencies.

As an HPC Specialist within WWSO, you will have direct influence on AWS product roadmaps — bringing federal customer insights back to EC2, Batch, and other HPC service teams. Your work will define how Public Sector, Defense and Intelligence agencies modernize from legacy on-premises HPC clusters to cloud-native, mission-ready infrastructure at the convergence of silicon, AI/ML, and advanced computing.

The ideal candidate will possess deep understanding of cloud computing and HPC architectures and operations (on-premises and/or cloud); demonstrated experience executing HPC GTM in the US federal market; and proven success influencing product management and introducing new products into federal and regulated markets.

This position requires that the candidate selected be a US Citizen and currently possess and maintain an active Top Secret security clearance.

Key job responsibilities

• Lead, Drive and Own and execute end-to-end GTM strategy for HPC in the US Public Sector, Govt. and Federal market, developing and executing comprehensive strategies that drive adoption across Defense, Intelligence Community, and civilian agencies.
• As a senior leader for HPC Public Sector BD - drive cross organizational, alignment and strategy for PS+Fed, be responsible for the Pipeline, Launched Revenue , Revenue and enablement targets and delivery to the business
• Work with cross-functional teams (sales, solutions architecture, product engineering, partners, marketing) to validate customer requirements, perform proofs of concept, and define pathways to production adoption
• Identify specific customer segments and partners to approach with targeted value propositions, build and qualify pipeline and support engagement through the entire business development cycle
• Develop business cases to support product feature requests for segment specific HPC use cases and workload classes, ensuring government-specific requirements are prioritized in AWS product roadmaps
• Define, develop, and manage HPC-focused AWS programs and initiatives tailored to US Federal, PS and regulated industry customers, including workshops, immersion days, and reference architectures.
• Collect, create, and manage sales and marketing collateral to facilitate the business development process, including whitepapers, solution briefs, customer success stories, and executive presentations
• Monitor customer onboarding and adoption; develop approaches to increase adoption rates, revenue growth, and workload retention for HPC workloads in AWS

About the team

This position is part of the WWSO HPC Specialist team, driving market adoption for AWS’s HPC Cloud and services, and emerging AI/ML accelerated compute capabilities — through data-driven analytics, financial metrics, and strategic GTM programs. We create sales plays, build partner ecosystems, and develop programs that drive measurable results. We work closely with Public Sector and Federal Sector customers, DIBs/ federal systems integrators, HPC ISV partners to build an ecosystem supporting AWS success. We operate with a startup mentality within the world’s leading cloud provider, combining entrepreneurial ownership with the resources and scale of AWS.

Diverse Experiences

AWS 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.

Inclusive Team Culture

AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship & Career Growth

We’re continuously raising the 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.

Basic Qualifications

• 10+ years of developing, negotiating and executing business agreements experience
• 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• 7+ years of working with Advanced Compute technologies including, but not limited to: Accelerated Compute, High Performance Compute, Visual/Spatial Compute, and/or IoT. experience
• Bachelor’s degree
• Experience developing strategies that influence leadership decisions at the organizational level
• Current, active US Government Security Clearance of Top Secret or above

Preferred Qualifications

• Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner
• Experience selling to Fortune 1000 or Global 2000 organizations
• Master’s degree in business economics, engineering, analytics, mathematics, statistics, information technology or equivalent
• Proven track record influencing product management teams and successfully introducing new products into federal and regulated markets.
• Strong technical competency in cloud computing, web services, enterprise software, and HPC architectures, and GPU-accelerated computing
• Experience with compliance/security regimes germane to Defense and National Security (DoD SRG, ICD 503, NIST SP 800-53/171, CMMC, ITAR, DFARS, FedRAMP High, DoD IL4/5/6, FIPS 140-2/3)
• Experience with federal systems, HPC partner ecosystem and ISVs

The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including 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, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits .

USA, MA, Boston - 176,100.00 - 238,200.00 USD annually

USA, TX, Austin - 176,100.00 - 238,200.00 USD annually

USA, VA, Arlington - 176,100.00 - 238,200.00 USD annually

Important FAQs for current Government employees

Before proceeding, please review the following FAQs

https://amazon.jobs/en/faqs#faqs-for-us-government-employees

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status. Veterans, military spouses, and people with disabilities are encouraged to apply.