Strategic Pursuits Manager, US Strategic Pursuits

Strategic Pursuits Manager, US Strategic Pursuits

Job :  | Amazon Web Services, Inc.

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. You will assemble and lead pursuit teams to win our most strategic contracts worth $50M+ that change the trajectory of the business. If you thrive on competitive intensity, can translate ambiguity into structured action, and want to shape how the U.S. government adopts AI, this role is for you.

• Assemble and lead cross‑functional competition teams—including 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 to win is as important as winning the ones we pursue.
• 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 product 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. On any given day, you may be 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 your approach continuously as the market, customer, and competitive landscape shift.

The Strategic Pursuits Team is a senior organization that prides itself on recruiting industry‑leading staff with diverse backgrounds: capture leaders, technical experts, former contracting officers, military veterans, and more. We treat every major deal as a campaign, not a transaction, and prize preparation, disciplined qualification, and intellectual honesty about where our deals stand.

• 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 in 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 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, 401(k) matching, paid time off, and parental leave. Learn more at (Use the "Apply for this Job" box below)..

• USA, MD, Jessup — $ − $ USD annually
• USA, VA, Arlington — $ − $ USD annually
• USA, VA, Herndon — $ − $ USD annually

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