Address
Form of workWould you like to influence cloud computing adoption in the US State/Local government sector? Would you like to be part of a team focused on increasing awareness and adoption of Amazon Web Services by engaging with United States public sector organizations who are reinventing their IT strategy by adopting 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 Capture Manager for Amazon Web Services (AWS) focusing on the US State/Local government (SLG) State of California market, you will have the exciting opportunity to help shape and deliver on a strategy to build mindshare and broad use of Amazon's utility computing web services (Amazon EC2, Amazon S3, Amazon RDS and other AWS services).
The ideal candidate will possess prior capture management and/or business development and technology experience supporting innovative technical solutions and will possess a US SLG sales background. The candidate's background will show a demonstrated ability to think strategically about the full variety of cloud-enabled solutions possible/needed and to build/execute a plan to identify and match available solutions to customer needs and wants. Must have solid negotiations skills, ability to navigate complex situations with many dependencies, and ability to work across many stakeholders to "get to yes".
Inclusive Culture.
Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have ten employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. We have innovative benefit offerings, and we host annual and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences. Amazon's culture of inclusion is reinforced within our 14 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.
Work/Life Harmony. Our team also puts a high value on work-life balance. Striking a healthy balance between your personal and professional life is crucial to your happiness and success here, which is why we aren't focused on how many hours you spend at work or online. Instead, we're happy to offer a flexible schedule so you can have a more productive and well-balanced life-both in and outside of work.
Mentorship and Career Growth. Our team is dedicated to supporting new members. We have a broad mix of experience levels and tenures, and we're building an environment that celebrates knowledge sharing and mentorship. We care about your career growth and strive to assign projects based on what will help each team member develop into a better-rounded professional and enable them to take on more complex tasks in the future.
Key job responsibilities
- The SLG Capture Manager will work with the AWS field sales and partner teams to close business at a rapid rate across the public sector.
- Execute strategies and tactics to deliver a qualified pipeline of opportunities with pursuit/win plans for each.
- Research and analyze available data to identify customer cloud solutions needs and buying trends (from a variety of sources to include State Budgets, government trade sources and procurement sites such as Government Navigator, Govwin, and other business intelligence tools).
- Build, manage and maintain a pipeline of multiple "pre-RFP and RFP" opportunities.
- Define, manage and execute the capture and pursuit plans as well as the proposal response plan (if applicable) while working with key internal stakeholders (e.g., sales, services teams, legal, support, others) to position AWS and our partners to win business.
- Develop and advise on winning strategies, cloud friendly procurement approaches, technical discriminators, and innovative strategies working with internal and external stakeholder specific to each opportunity.
- Identify risks and execute risk mitigation strategies to remove blockers to acquiring new business.
- Lead the negotiations of direct contracts to include Enterprise Agreements, BAAs, NDAs, etc.
- Understand and navigate government contracting vehicles and procedures.
We are open to hiring candidates to work out of one of the following locations:
Sacramento, CA, USA
