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

Overview

We want you to influence cloud computing adoption in the U.S. Department of War (DoW) market as part of Amazon Web Services (AWS) Worldwide Public Sector. This role focuses on increasing awareness and adoption of AWS by engaging with Air Force Account customers and consulting partners from the Amazon Partner Network (APN) to transform public sector IT strategy through cloud computing.

• Work with DoW Sales teams to develop and maintain a multi-year pipeline of cloud-related opportunities, develop bid strategies, proposal approaches, and oversee technical solutions for RFI/RFQ/RFP/BAA and IDIQ contracts.
• Collaborate with field and partner sales teams to close business and enhance capture acumen using best practices, improved RFx responses, pre-RFx education, and unsolicited proposal initiatives.
• Handle classified DoW materials and attend classified meetings as required.
• Engage with internal AWS colleagues, APN partners, and end customers, drawing on deep industry background and technical depth.
• Support account managers and solution architects in developing innovative cloud-based solutions, proposal win themes, and technical differentiators.
• Manage the full life cycle of capture management, producing capture wins valued in excess of $25 M.
• Identify bid opportunities through direct interaction with DoW customers and industry forums, and respond to RFx opportunities.
• Work with internal stakeholders (sales, service, legal, contracts, proposal support) to navigate government procurement processes, support ROI/TCO analyses, define AWS technical discriminators, and contribute to business solutions and pricing.
• Maintain a US citizenship status and an active Top Secret security clearance.

• Experience in Go‑To‑Market, Business Development, Sales, or Consulting.
• Minimum 5 years of hands‑on, full‑life‑cycle BD/Capture experience.
• Proven ability to win IT services or solutions awards valued at $25 M+ in the U.S. DoW market, including the Air Force account.
• B.S. in engineering (electrical/mechanical or related) or computer science, or B.A. with equivalent work experience.
• Current, active US 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 ($50 M+) capture.
• Excellent oral and written communication in technical and analytical domains; experience identifying bid opportunities and leading RFx responses.
• Self-motivated, urgent sense of follow-through.
• Strong understanding of government procurement and contract vehicles.
• Excellent communicator who can earn respect of team, partners, and customers.
• Ability to develop, communicate, and document strategic programs and initiatives to stakeholders and executive management.
• Ability to work effectively across internal and external organizations.

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.