US NatSec BD/Capture Manager , US NatSec Federal Strategic Pursuits

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

Job summary

Amazon Web Services, Inc. is seeking a Business Development/Capture Manager for the National Security market in the United States. The role focuses on shaping strategy, building mind share, and winning cloud opportunities in Gov/DoD/NatSec sectors.

You will work with NatSec Sales to develop proposals and capture large contracts while engaging with internal teams and partners. You will lead multi-year campaigns, ensure RFx compliance, and leverage deep NatSec industry knowledge to win ambitious

Qualifications

• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience.
• 5+ years of professional or military experience.
• 5+ years of developing, negotiating and executing business agreements.
• 5+ years of working with Data & AI related technologies.
• Experience selling enterprise software or cloud-based applications.
• Experience presenting to technical and non-technical executives.
• Experience leading multi-year initiatives across cross-functional teams.
• 5+ years of responding to RFPs and RFx processes.
• Current TS/SCI clearance with Polygraph required.

Responsibilities

• Develop and maintain a multi-year pipeline of cloud opportunities with NatSec Sales.
• Collaborate with field and partner teams to drive growth and proposals.
• Engage with internal AWS colleagues, partners, and customers on technical discussions.
• Support account teams in development of cloud-based solutions and differentiators.
• Lead capture activities for contracts valued at $50M+ in the NatSec market.
• Identify bid opportunities through customers and procurement resources.
• Be a key member of the AWS Public Sector team for new business opportunities.
• Navigate government acquisition guidelines and RFx compliance.

Skills

Go-To-Market

Business Development

Sales

Consulting

Cloud Computing

NatSec domain

Security clearance

Education

Bachelor's degree

Master's degree

BS in CS/Engineering/Business

Job description

Description

As a Business Development/Capture Manager for AWS focusing on the National Security (NatSec) 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, and help develop written proposals 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 innovative 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.

Basic Qualifications

• 5+ years of Go‑To‑Market, Business Development, Sales, or Consulting experience
• 5+ years of professional or military experience
• 5+ years of developing, negotiating and executing business agreements experience
• 5+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience
• Bachelor's degree
• Experience developing strategies that influence leadership decisions at the organizational level
• Experience selling enterprise software or cloud‑based applications
• 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
• 5+ years of responding to requests for proposals (e.g., determining requirements, matching requirements to technical approach and solutions, developing solutions against requirements) experience
• Experience completing complex tasks quickly with little to no guidance and react with appropriate urgency to situations that require a quick turnaround, or experience in sales/business development
• 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
• Current, active US Government Security Clearance of TS/SCI with Polygraph

Preferred Qualifications

• Experience interpreting data and making business recommendations
• Experience interpreting data and making business recommendations across leadership and cross‑functional teams
• Master’s degree in Computer Science, Engineering, or Business
• Account or large ($50M+) program management experience in the NatSec market
• Enterprise NatSec ODNI and FBI 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.

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, VA, Herndon - 147,900.00 - 200,100.00 USD annually

Company

Amazon Web Services, Inc.

Job ID: A10482392