Amazon Web Services seeking US Federal Civilian Business Development & Capture Manager

“As a Business Development/Capture Manager for AWS focusing on the U.S. Federal Civilian market segments, you will have the exciting opportunity to help shape and deliver on a strategy to build mind share and broad use of Amazon’s utility computing web services (Amazon EC2, Amazon S3, Amazon RDS, Amazon DynamoDB, and other AWS services). Your responsibilities as an individual contributor will include working with the internal AWS Public Sector team to develop and maintain a multi-year pipeline of cloud-related opportunities across Federal Civilian, cabinet level agencies. You will also be responsible for developing partner strategies across market segments to help accelerate customer adoption of AWS and partner growth…”

“The ideal candidate will understand common procurement practices for U.S. Federal civilian agencies and have proven, strong project management skills. They will have a 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 customers. They 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 will have hands-on experience in the full life cycle of capture management resulting in awarded contracts. Finally, they will have demonstrated experience with partner/channel development and shaping and winning business through partners. 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.

Successful candidates will identify bid opportunities through direct interactions with existing and prospective U.S. Federal Civilian agency customers, AWS partners, and through a wide range of industry forums and procurement resources. They will serve as a key member of the AWS Public Sector team identifying and responding to RFx opportunities. Therefore, they must know government acquisition guidelines and have experience with government RFx compliance requirements. Our BD/Capture Managers often develop, manage and execute 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 government 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.”


  • S. in engineering or computer science or a B.A. supplemented by substantive technical training in software development or systems engineering
  • At least 5+ years of hands-on, full life cycle BD/Capture leadership experience with a demonstrable ability to win IT services or solutions related awards.”

Read the full job description here.



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