Strategic Pursuit Lead - AWS US Department of War Markets, US Strategic Pursuit Team

Description

Would you like to influence cloud computing adoption in the U.S. Department of War (DoW) market as part of Amazon Web Services (AWS) Worldwide Public Sector? Would you like to work as part of a team focused on increasing awareness and adoption of AWS by engaging with our Air Force Account customers, as well as consulting and technology partners from Amazon’s Partner Network (APN), to transform public sector IT strategy through cloud computing?

Do you have the business savvy, public sector industry experience, and the technical background necessary to help further establish Amazon as a leading cloud platform provider?

As a Strategic Pursuit Lead for AWS focusing on the Air Force 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, Amazon RDS, Amazon Dynamo

DB, and other AWS services).

• Work with DoW Sales teams to develop and maintain a multi-year pipeline of cloud-related opportunities, develop and oversee implementation of bid strategies, proposal approaches and technical solutions, and help with written proposals for RFI/RFQ/RFP/BAA (i.e. RFx) and IDIQ Contracts for customers and APN partners.
• Work with the field and partner sales teams to close business, and enhance our capture acumen with industry leading best practices, to include improved RFx responses, pre‑RFx customer education and shaping, and even unsolicited proposal initiatives.
• Handle classified DoW materials and attend classified meetings as needed.
• 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, APN partners, and end 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 capture of individual contracts valued in excess of $25M.
• Identify bid opportunities through direct interactions with existing and prospective DoW 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 and responding to RFx opportunities.
• Have experience with government acquisition guidelines and RFx compliance requirements.
• 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.
• Be a thought leader with respect to program pursuit, proposal responses, and win themes as you learn to support ROI/TCO analyses, define AWS technical discriminators, and contribute to innovative business solutions and strategies, and pricing.

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

• Experience in Go‑To‑Market, Business Development, Sales, or Consulting
• Minimum 5 years of hands‑on, full lifecycle BD/Capture experience
• Demonstrable ability to win IT services or solutions related awards valued at $25M+ in the U.S. DoW market, including specifically the Air Force account
• B.S. in engineering (electrical/mechanical or related) or computer science, or B.A. with equivalent work experience
• Current, active U.S. Government Security Clearance of Top Secret or above

• Account or large program management experience in the Air Force market
• Enterprise sales experience, including successful large program ($50M+) capture
• Excellent oral and written communication skills in both technical and analytical domains and experience identifying bid opportunities and leading proposal responses to RFx’s
• Self‑motivated with a great sense of urgency and follow‑through
• A good understanding of government procurement and government contract vehicles
• Excellent communicator who can…