Strategic Pursuits Manager, Public Sector & Higher Ed

Amazon Web Services (AWS); Sacramento (CA); On-site; USD 148,000 - 200,000; Full time

Job summary

Amazon Web Services, Inc. seeks a Strategic Pursuits Manager to influence cloud adoption in US State/Local Government and Higher Education. You will shape strategies, develop win plans, and coordinate with internal sales, partners, and legal teams to close public sector opportunities.

Strong negotiation, multi-year program leadership, and compliance know-how are essential. The role requires up to 30% travel, outstanding communication, and the ability to translate strategy into compelling

Qualifications

• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• Bachelor's degree
• Experience developing strategies that influence leadership decisions at the organizational level
• Experience presenting to both technical and non-technical executive audiences
• Experience leading complex, multi-year initiatives that may be cross-functional and/or span business and technology

Responsibilities

• Executes strategies and tactics to deliver a qualified pipeline of opportunities with pursuit/win plans for each.
• Research and analyze available data to identify cloud related customer cloud solutions needs and buying trends (from a variety of sources to include State Budgets, government trade sources and procurement sites such as Government Navigator and Deltek GovWin).
• Build and manage a pipeline of multiple Pre-RFP and RFP opportunities and develop/drive the pursuit plan for each.
• Manage and execute the pursuit plans as well as the proposal response plan (if applicable) while working with key internal stakeholders (e.g. partner teams, sales teams, proposal team, service teams, legal, support, etc.) to position AWS and our partners to win the business.
• Develop win strategies, cloud friendly procurement approaches, technical discriminators, and innovative strategies working with AWS stakeholders and partners specific to each opportunity.
• Lead the negotiations of direct contracts to include Enterprise Agreements, BAA, NDAs, etc.
• Understand and navigate government contracting vehicles and procedures. Be a thought leader with respect to program pursuit, proposal responses, win strategies, technical discriminators, solutions providers and pricing.
• You must know acquisition policies & procedures and have experience with public sector compliance requirements.
• Proven experience managing a portfolio of engagements with timelines varying from weeks to multiple years and numerous milestones
• Up to 30% travel required
• Excellent communication and writing skills
• Experience translating strategy into proposal win themes during the proposal stage

Skills

Go-To-Market

Business Development

Sales

Consulting

Presentation skills

Strategic leadership

Education

Bachelor's degree

Job description

Amazon Web Services, Inc. seeks a Strategic Pursuits Manager to influence cloud adoption in US State/Local Government and Higher Education. You will shape strategies, develop win plans, and coordinate with internal sales, partners, and legal teams to close public sector opportunities.

Strong negotiation, multi-year program leadership, and compliance know-how are essential. The role requires up to 30% travel, outstanding communication, and the ability to translate strategy into compelling