Would you like to influence cloud computing adoption for the Amazon Web Services (AWS) US Nonprofit Organizations (NPO)? Would you like to work as part of a team focused on increasing awareness and adoption of AWS by engaging with our customers as well as consulting and technology partners from Amazon’s Partner Network (APN), to help them transform through cloud computing? Do you have the business savvy, public sector experience, and the technical background necessary to help further establish Amazon as a leading cloud platform provider?
As a Strategic Pursuits Manager focusing on our US Nonprofit customers, you will have the exciting opportunity to help shape and deliver on a strategy to build mindshare and broad use of Amazon’s transformational web service capabilities (Compute, Storage, Databases, Artificial Intelligence, Machine Learning, Generative AI, Data & Analytics and other AWS capabilities). Your responsibilities as an individual contributor will include working with the internal AWS Worldwide Public Sector (WWPS) team to design, lead, execute, and manage capture, bid, and proposal activities relative to a portfolio of Nonprofit opportunities, working in close coordination with account teams, proposal managers, writers, and technical staff. You will develop and oversee implementation of shaping and pursuit activities (bid strategies, proposal approaches, and partner alignment strategies), and help author or guide proposal content to ensure the solutions properly leverage AWS.
The ideal candidate will possess a uniquely broad variety of skills, including BD, capture management, proposal management, project management, and partner strategy. The candidate also will maintain deep technical expertise and strong managerial and communication acumen. The candidate should understand common NPO use cases and operating models. They will have deep industry background that enables them to engage and communicate effectively in a wide range of technical and business discussions with internal AWS colleagues, APN partners, and NPO end customers. Specific industry background will include experience working with NPO Charities, Institutions, Memberships, Credit Unions, Public Utilities. The ideal candidate will also have experience with large scale Health-focused organizations, including organizations focused on public health, treatment research and development, and patient care delivery.
Successful candidates also will have demonstrable technical depth and the expertise to support account managers and solution architects in development of innovative cloud-based solutions, proposal win themes, and technical differentiators. They also will have hands-on experience in the full life cycle of capture management resulting in award of individual contracts valued in excess of $10M. Candidates will be required as part of the interview process to demonstrate their ability to think strategically about the mission, relevant AWS products or services, and technical challenges and opportunities related to cloud migration, including their ability to build and convey compelling value propositions.
Key job responsibilities You will work closely with and support the AWS NPO Sales and Business Development (BD) teams to identify customer requirements and coordinate development of requirements and funding opportunities to support those requirements. You will engage directly with customers, field sales teams, and partners to shape and pursue competitive procurements to help customers succeed with the AWS commercial cloud. You will close business at a rapid rate and scale the capture acumen within the sales culture to include improved RFx responses, pre-RFx customer education and shaping, and unsolicited proposal initiatives.
A day in the life Successful candidates will identify bid opportunities through direct interactions with existing and prospective NPO customers, and through industry forums and procurement resources if/as appropriate. They will serve as a key member of the AWS Public Sector team identifying and responding to RFx opportunities. Our Strategic Pursuits Manager often develops, manages and executes the RFx proposal response plan while working with key internal stakeholders (e.g. sales teams, service teams, legal, contracts, and proposal support) to understand and navigate customer procurement processes and procedures. They will be a thought leader with respect to program pursuit, proposal responses, win themes, ROI/TCO analyses, technical discriminators, innovative business solutions and strategies, and pricing.
About the team Diverse Experiences AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.
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Basic Qualifications
- 3+ years of business development, partnership management, or sourcing new business experience
- Bachelor's degree or equivalent
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience presenting to both technical and non-technical executive audiences
- Experience leading complex, multi-year initiatives that may be cross-functional and/or span business and technology
- Experience in the full life cycle of capture management resulting in award of individual contracts valued in excess of $10M
- Experience developing, managing and executing an RFx proposal response plan while working with key internal stakeholders
Preferred Qualifications
- Experience using data and metrics to determine and drive improvements
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
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 (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.
USA, VA, Arlington - 92,400.00 - 160,000.00 USD annually USA, VA, Herndon - 92,400.00 - 160,000.00 USD annually