Job Description

DESCRIPTION

Job summary
AWS is growing rapidly around the world, and as part of this growth the AWS Worldwide Public Sector (WWPS) is seeking an experienced Capture/Business Development Manager to join its WWPS team. The successful candidate will join a small team within the wider Capture, Proposals and Technical Writers group.

As the Complex Deals Pursuit Manager, you will work closely with colleagues in Capture and Proposals, internal sales leaders, and cross-domain functional teams (e.g., legal, contracts, infrastructure, services, security, etc.) to shape complex strategic opportunities, and deliver successful tender responses to our international public sector customers. You will be responsible for removing blockers, and assisting with the design of new unique solutions to solve complex customer requirements. This will involve writing documents to support internal decision making by senior leaders across a large number of senior stakeholders. You will both support existing Capture Managers on opportunities, as well as directly leading opportunities, dependent on what is most appropriate. Many of these opportunities may reside within National Security and Defense opportunities, but you will not be limited to solely this area. A strong understanding of existing products, solutions, and future roadmaps will be essential.

You will also support the evolution of AWS's approach to pursuit of complex direct deals, and help guide how we scale our internal capabilities in this area. You will gain a detailed understanding of customer requirements, and collaborate with internal teams to produce repeatable mechanisms and processes for efficiently and effectively manage the shaping of opportunities, and ultimately the delivery of successful AWS's tender responses to our customers.

As a number of our complex deals require new infrastructure and/or customized services, you will be expected to work closely with our infrastructure and service teams, and support the development of our infrastructure and service expansion priorities via the production of business cases.

The ideal candidate will be highly detail oriented with an analytical mind, with the ability to clearly communicate with large and diverse global teams. Prior experience of capture and strategic pursuits is essential, with consulting or business development experience also beneficial. You must quickly earn trust with a variety of team members, stakeholders and customers across multiple time zones, and be able to think big and strategically about a customer's mission to then build and convey compelling value propositions. Excellent written and presentation skills are required, as the role requires articulating complex concepts to cross-functional audiences (including to senior executive levels).

The successful candidate will ideally be located in Australia or Singapore, although it is open to applicants seeking to work from other locations. It requires international travel to support opportunities and meet with customers and internal stakeholders.

Key job responsibilities

• To support existing Capture Managers engaging in complex direct deals, providing both advice and guidance alongside tactical support
• To work collaboratively and transparently with internal leaders to support blocker removal and decision-making
• To coordinate and deliver content for senior executive opportunity reviews
• To develop and lead the WWPS international pursuit approach to complex direct deals
• To research global customer requirements, competitor offerings, and internal products to form and validate expansion initiatives

A day in the life
You will work closely with colleagues in Capture and Proposals, internal sales leaders, and cross-domain functional teams (e.g., legal, contracts, infrastructure, services, security, etc.) to shape complex strategic opportunities, and deliver successful tender responses to our international public sector customers. You will be responsible for removing blockers, and assisting with the design of new unique solutions to solve complex customer requirements. This will involve writing documents to support internal decision making by senior leaders across a large number of senior stakeholders. You will both support existing Capture Managers on opportunities, as well as directly leading opportunities.

About the team
About the Team

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 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 16 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.

Work/Life Balance

Our team puts a high value on work-life balance. It isn't about how many hours you spend at home or at work; it's about the flow you establish that brings energy to both parts of your life. We believe striking the right balance between your personal and professional life is critical to life-long happiness and fulfilment. We offer flexibility in working hours and encourage you to find your own balance between your work and personal lives.

Mentorship & 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.

BASIC QUALIFICATIONS

• Significant business development experience (ideally technology related): identifying, shaping and closing complex direct deals
• Experience of managing internal stakeholders and multiple complex opportunities simultaneously, including the removal of blockers
• Ability to work effectively across internal and external organizations across time zones
• Excellent verbal and written communicator
• Self-motivated with a great sense of urgency and follow-through
• Able to balance tactical needs while maintaining a long term strategic perspective
• University degree or equivalent experience

PREFERRED QUALIFICATIONS

• Experience with Cloud Technology
• MBA or advanced university/college degree preferred
• Technical/tender/business case writing experience