Strategic Pursuits Manager, US Strategic Pursuits

Overview

The Federal Strategic Pursuits Team (SPT) is seeking a Strategic Pursuits Manager — the principal deal leader for the most consequential AI and cloud opportunities in the federal civilian market. The role involves assembling and leading pursuit teams to win high‑value contracts worth $50M+ that shape the trajectory of the business. The manager must thrive on competitive intensity, translate ambiguity into structured action, and influence how the U.S. government adopts AI.

• Assemble and lead cross‑functional pursuit teams (proposal, solution architecture, legal, pricing, and partner resources) to win high‑value AI and cloud opportunities from early shaping through award.
• Develop and execute campaign‑style win strategies for complex, large competitive procurements, including comprehensive win plans mapping stakeholders, competitors, evaluation criteria, pricing dynamics, and win themes.
• Conduct disciplined qualification—walking away from deals that are unwinnable or too costly is as important as winning the ones pursued.
• Influence requirements and position AWS AI and cloud solutions well before formal solicitations through deep customer engagement and stakeholder mapping.
• Own the quality of all customer‑facing deliverables, contributing directly, inspecting work from the proposal team, and ensuring every artifact advances the competitive position.
• Provide direct strategic guidance to senior leadership on pipeline health, competitive positioning, and pursuit investment decisions.

You operate between two modes: deep tactical involvement on must‑win pursuits and broad strategic thinking across a large pipeline. A typical day may involve directing technical approaches, pressure‑testing a pricing strategy with leadership, mapping the political landscape of a customer’s decision‑making body, or inspecting a deliverable before it reaches the customer. You adapt continuously as the market, customer, and competitive landscape shift.

Much of your success occurs before an RFP drops, through stakeholder meetings, requirement influence, and positioning AWS AI and cloud solutions. An AI‑first mindset drives use of AI tools to research markets, analyze trends, simulate scenarios, and accelerate content development.

• Bachelor’s degree.
• Experience presenting to both technical and non‑technical executive audiences.
• Experience in Go‑To‑Market, Business Development, Sales, or Consulting.
• Experience interpreting data and making business recommendations.
• 10+ years leading pursuits for large and complex business opportunities in the public sector market.

• Experience developing, negotiating, and executing business agreements.
• 15+ years leading pursuits for large and complex business opportunities in the public sector market.

The base salary range for this position is $ – $ USD annually, varying by location:

• USA, MD, Jessup – $ – $ USD annually
• USA, VA, Arlington – $ – $ USD annually
• USA, VA, Herndon – $ – $ USD annually

Your Amazon package will include sign‑on payments and restricted stock units (RSUs). Final compensation will be determined based on experience, qualifications, and location. Amazon offers comprehensive benefits including health, dental, vision, prescription coverage, 401(k) matching, paid time off, and parental leave.

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