Principle 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 professional who is passionate about cloud computing and has a strong background in business development. You will be responsible for identifying and developing strategies to expand AWS GovCloud (US) capabilities, addressing the unique challenges faced by DoD and Intelligence Community (IC) customers. Your role will involve creating and executing go-to-market campaigns that drive growth and adoption of AWS services in these critical areas. In this fast-paced environment, you will collaborate with cross-functional teams, including sales, solutions architecture, and product engineering, to validate customer requirements and perform feasibility studies. You will also be tasked with defining pathways to production adoption, ensuring that AWS GovCloud (US) solutions meet the specific needs of the Defense and National Security segments. Your ability to research and develop compelling business cases will be essential in supporting product feature requests and driving the creation of new capabilities tailored to customer requirements. Your success in this role will hinge on your ability to communicate effectively, both verbally and in writing, to articulate complex concepts to diverse audiences. You will be expected to monitor customer onboarding and adoption, developing strategies to enhance revenue growth and workload retention rates. This position requires a US citizen who can obtain and maintain an active TS/SCI security clearance with polygraph, reflecting the sensitive nature of the work involved.

Responsibilities

• Research, identify and develop strategies to expand business in untapped solution areas for DoD and IC customers in the AWS GovCloud (US) region.
• Create new capabilities and solution sets to meet customer requirements and address emerging trends.
• Work with cross-functional teams to validate customer requirements, perform feasibility studies, and define pathways to production adoption.
• Identify specific customer segments, industry verticals, and partner markets 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 a combination of military, business development, sales, and/or product management experience, specifically 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 (e.g. CMMC, ITAR, DFARS, FedRAMP, FIPS).
• 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 well in a fast-paced, dynamic work environment.
• Strong analytical orientation; comfort using databases/analytical tools and making data-based decisions.

Benefits

• Flexible schedule to promote work-life balance.
• Innovative benefit offerings including employee-led affinity groups and ongoing learning experiences.
• Opportunities for career growth and mentorship within a diverse team.