Job Description

DESCRIPTION

Would you like to influence cloud computing adoption in the U.S. Federal Financials market segments as part of Amazon Web Services (AWS) Worldwide Public Sector? Would you like to work as part of a team focused on expanding adoption of AWS by engaging with U.S. Federal customers, as well as consulting and technology partners from Amazons Partner Network (APN), to transform public sector IT strategy through cloud computing? Do you have the entrepreneurial acumen, public sector experience, project management, and technical background necessary to help further establish Amazon as a leading cloud platform provider?

As a Business Development/Capture Manager, you will have the exciting opportunity to help expand AWSs business via competitive procurements across Federal Financial agencies. The BD/Capture role accelerates customer adoption of Amazons utility computing web services (e.g., Amazon EC2, Amazon S3, Amazon RDS, Amazon DynamoDB) via AWS partners and AWS Professional Services. To help scale this acceleration, you will wear many hats. Your primary responsibility as an individual contributor will be to work fluidly across numerous AWS Public Sector teams to identify and manage winning capture and proposal strategies to reduce barriers to procuring AWS. You will lead the development of RFx responses (proposals, RFIs) and identify strategic content that reflects our growing practices. You will also be responsible for developing partner strategies to help accelerate customer and partner adoption of AWS cloud services and Professional Services.
You will be fluent in Federal contracting (e.g., GWACs, FAR) and guide sales, capture, and proposal teams successfully through the nuances of selling AWS via Federal procurements.

You will develop and oversee implementation of capture strategies, partner strategies, proposal approaches and technical solutions, and help with written proposals for RFI/RFQ/RFP/BAA (i.e., RFx) for customers and APN partners. You will manage a large procurement pipeline and coordinate with AWS partners to respond to those opportunities, and influence them early. Given the broad reach of this territory, you will operate in opportunistic capacities while also identifying opportunities to programmatize pursuit practices in a strategic manner. You will close business at a rapid rate and scale the capture acumen within the sales culture to include improved RFx responses, pre-RFx customer education and shaping, and even unsolicited proposal initiatives.

The ideal candidate will understand common Federal procurement practices for U.S. Federal agencies and have proven project management skills and an aptitude to collaborate fluidly across multiple teams. They will have deep industry background that enables them to engage and communicate effectively in a wide range of technical and business discussions with internal AWS colleagues, APN partners, and customers. They will 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. They will have hands-on experience in the full life cycle of capture management resulting in awarded contracts. Finally, they will have demonstrated experience with partner/channel development and shaping and winning business through partners. Candidates will demonstrate their ability to think strategically about the mission, relevant AWS products or services, and technical challenges and opportunities related to cloud migration, including their ability to build and convey compelling value propositions.

Augmenting senior capture managers in a collaborative approach you will:
Review of information generated through business intelligence analysis and government contract vehicle notification mechanisms.
Document and maintain contract opportunities within AWS internal mechanisms, including to include Salesforce and other systems as directed.
Lead, with oversight by the Senior Capture Manager, of specified capture efforts at the timeline, complexity, and priority commensurate with their capture experience and proficiency.
Develop, in coordination with Business Intelligence Analysts, relevant market intelligence sources to better understand market, partner, and technical insight.
Support Senior Capture Manager in specified long term strategic pursuits to gain insight into best practices for strategic capture.
Deliver regular reports on current capture pipeline in support of Sales and Partner team engagements.
Attend relevant industry and government events in support of Sales, BD, and Capture priorities.
In collaboration with Business Intelligence Analysts, identify and build a pipeline of strategic Partners with specific capabilities and/or customer experience to quickly and easily leverage on pursuits.

Successful candidates will identify bid opportunities through direct interactions with existing and prospective U.S. Federal Financial customers, AWS partners, and through a wide range of industry forums and procurement resources. They will serve as a key member of the AWS Public Sector team identifying and responding to RFx opportunities. Therefore, they must know government acquisition guidelines and have experience with government RFx compliance requirements. Our BD/Capture Managers often develop, manage and execute the RFx proposal response plan while working with key internal stakeholders (e.g. sales teams, service teams, legal, contracts, and proposal support) to understand and navigate government procurement processes and procedures. You will be a thought leader with respect to program pursuit, proposal responses, win themes, ROI/TCO analyses, technical discriminators, innovative business solutions and strategies, and pricing.

Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have ten employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. We have innovative benefit offerings, and we host annual and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences. Amazons culture of inclusion is reinforced within our 14 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.

BASIC QUALIFICATIONS

B.S. in engineering or computer science or a B.A. supplemented by substantive technical training in software development or systems engineering
At least 3+ years of hands-on, full life cycle BD/Capture leadership experience with a demonstrable ability to win IT services or solutions contracts.
At least 2+ years of hands-on, full life cycle project management experience in an IT setting.
At least 2+ years of agile project management and strategic consulting experience.
At least 1+ years partner development and partner strategy experience in Federal.

PREFERRED QUALIFICATIONS

Graduate degree in engineering or computer science, or business administration.
Experience working effectively across internal and external organizations
Account or large program management experience in the U.S. Federal Civilian or Federal Financial markets
Experience shaping, winning, and executing U.S. Federal Civilian or Federal Financial competitive contract opportunities.
Enterprise sales experience, including successful program capture.
Excellent oral and written communication skills in both technical and analytical domains and experience identifying bid opportunities and leading proposal responses to RFxs.
Self-motivated with a great sense of urgency and follow-through.
Solid understanding of government procurement and government contract vehicles.
Excellent communicator who can quickly earn the respect of the team, partners, and customers.
Solid ability to develop, communicate, and document strategic programs and initiatives to stakeholders and executive management alike.
Meets/exceeds Amazons leadership principles requirements for this role
Meets/exceeds Amazons functional/technical depth and complexity

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us