Principal Technical Business Development Manager, AWS GovCloud (US), DoD and NATSEC

Amazon - Arlington, VA

Full-time - Senior

Arlington, VA

Sporting Goods, Hobby, Musical Instrument, Book, and Miscellaneous Retailers

About the position

As a Principal Technical Business Development Manager for AWS GovCloud (US), you will play a pivotal role in redefining the IT landscape for the Federal market, particularly focusing on the US Department of Defense (DoD) and National Security sectors. This position is designed for an experienced business development professional who is eager to expand the AWS GovCloud (US) customer and partner base. Your primary responsibilities will include identifying capabilities that address the unique challenges faced by AWS GovCloud (US) customers in the DoD and Intelligence Community (IC). You will be tasked with building and executing go-to-market campaigns that drive growth in this critical region. The ideal candidate will possess a strong understanding of cloud computing and a proven track record in business development, particularly in influencing product management and introducing products into new markets. You will need to think strategically about business, product, and technical challenges while also being able to dive deep into tactical execution of business development programs. Success in this role requires the ability to formulate and manage a broad coalition of cross-functional teams, set performance goals, and drive results. In this role, you will be responsible for crafting compelling customer value propositions and developing business case proposals. Your efforts will directly contribute to driving top-line revenue growth, supporting strategic customer and partner relationships, and enhancing the overall adoption of AWS GovCloud (US). At AWS, we value diversity and inclusion, and we are committed to fostering a culture that embraces differences. We offer a flexible work schedule to help you maintain a healthy work-life balance, and we prioritize mentorship and knowledge sharing within our team to support your career growth.

Responsibilities

• Research, identify and develop strategies to expand business in untapped solution areas for DoD and IC customers in the AWS GovCloud (US) region.
• Work with cross-functional teams to validate customer requirements, perform feasibility studies, and define pathways to production adoption.
• Identify specific customer segments and industry verticals to approach with targeted value propositions and business case proposals.
• Research and develop business cases to support detailed product feature requests in the AWS GovCloud (US) region.
• Define, develop and manage GovCloud-focused AWS programs and initiatives tailored to DoD and National Security customers.
• Collect, create, and manage sales and marketing collateral to facilitate the business development process.
• Monitor customer onboarding and adoption; develop approaches to increase adoption, revenue growth rates, and workload retention rates of AWS GovCloud (US).

Requirements

• 10+ years of military, business development, sales, and/or product management experience for solutions targeted to Defense and National Security.
• Experience with DoD SRG, ICD503, NIST, and other compliance/security regimes relevant to Defense and National Security.
• Bachelor's degree is required.
• Ownership oriented; ability to internalize goals and create and execute appropriate action plans.
• Strong presentation, verbal communication, and written skills; ability to articulate complex concepts to cross-functional audiences.

Nice-to-haves

• MBA preferred.
• Strong technical competency in cloud computing, web services, and enterprise software.
• Experience working within the DoD, IC, Defense Industrial Base (DIB), federal system integrator, or enterprise software development industry.
• Business Development, Capture, Technical Program Management, and/or Executive Sales experience.
• Strong organizational skills and attention-to-detail; ability to multi-task and prioritize in a fast-paced environment.
• Strong analytical orientation; comfort using databases/analytical tools and making data-based decisions.

Benefits

• Flexible work schedule to promote work-life balance.
• Diversity and inclusion initiatives, including employee-led affinity groups and learning experiences.
• Mentorship and knowledge sharing opportunities within the team.