Capture Manager, National Security & Defence, AWS Strategic Pursuits, Public Sector

AWS Canada is seeking a Capture Manager to lead pursuit strategy and execution for National Security and Defence (NSD) opportunities across the Canadian federal landscape. This role sits within the Strategic Pursuits team and is responsible for identifying, shaping, and winning large-scale cloud procurements with the Department of National Defence (DND), Canadian Armed Forces (CAF), Communications Security Establishment (CSE), Canadian Security Intelligence Service (CSIS), Royal Canadian Mounted Police (RCMP), and adjacent national security organizations.
The successful candidate will own the end-to-end capture lifecycle - from opportunity identification and customer shaping through proposal development, oral presentations, and contract award - for complex, multi-year procurements that define AWS's position in Canada's defence and intelligence community.

Key job responsibilities

• Lead capture strategy for NSD pursuits including opportunity qualification, competitive positioning, win theme development, and bid/no-bid recommendations

• Shape procurement requirements by engaging customers early to influence evaluation criteria, technical scope, and commercial models that enable AWS participation

• Build and maintain strategic relationships with DND, CAF, CSE, CSIS, RCMP, and Shared Services Canada stakeholders at the working, Director, and DG/ADM levels

• Coordinate cross-functional pursuit teams (Solutions Architecture, Security, Pro Serve, Legal, Business Contracts, Pricing, SCE) to deliver compliant, compelling proposals

• Develop and execute call plans, customer engagement strategies, and relationship maps for target accounts

• Lead proposal development including written responses, pricing strategies, oral presentations, and live demonstrations

• Monitor the Canadian defence procurement pipeline (Canada Buys, PSPC, DND procurement) and maintain a qualified opportunity backlog

• Navigate Government of Canada procurement frameworks including SACC, TBIPS/SBIPS, Supply Arrangements, and Standing Offers

• Identify and develop teaming arrangements with defence primes, systems integrators, and Indigenous partners

• Brief AWS leadership on pipeline status, win/loss analysis, and strategic recommendations

A day in the life
You own the win. Morning is intelligence - scanning for opportunities, prepping customer engagements, updating relationship maps. Midday is coordination - aligning cross-functional pursuit teams (SA, Legal, Pricing, Pro Serve) and clearing blockers. Afternoon is execution - writing proposals, running demo rehearsals, mapping scoring criteria, building pricing models. Between it all: customer calls to shape requirements before the RFP drops.

You're part strategist, part project manager, part writer, part coach. You live in ambiguity, think in scoring rubrics, and rehearse like every point matters - because it does.

About the team
The AWS Canada Strategic Pursuits team wins the largest and most complex public sector cloud procurements in the country. We operate at the intersection of technology, policy, and commercial strategy, shaping how the Government of Canada adopts cloud  team led the capture of the Consolidated IaaS and Native PaaS (INP) Framework Agreement, where AWS was ranked #1. We bring rigour, creativity, and customer obsession to every pursuit.

If you thrive in ambiguity, think in scoring rubrics, and want to shape outcomes that compound over decades, this is your team.

BASIC QUALIFICATIONS

- 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- 5+ years of professional or military experience
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience presenting to both technical and non-technical executive audiences
- Bachelor's degree in a relevant field or equivalent work experience

PREFERRED QUALIFICATIONS

- Master's degree in business, data science, public administration, finance, engineering, human resources, or related field, or PMP certificate

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