• Be a citizen of a NATO member state with a proven track record of taking ownership simplifying complexity, and driving results
• Have hands-on experience in the full life cycle of opportunity management in a national security sand defence sector resulting in capture of individual contracts valued up to $100M
• Business development, sales pursuit or consulting in the defence industrial base technology industry
• Extensive background in national security and IT in commercial/public sector pursuit management to identify, shape and lead competitive procurement for complex deals
• Possess a deep national security and defence industry background that enables you to engage and communicate effectively in a wide range of technical and business discussions with internal AWS colleagues, APN Partners, and end customers

Would you like to influence cloud computing adoption in global national security as part of Amazon Web Services (AWS) Worldwide Public Sector? Would you like to work as part of a specialist team focused on increasing awareness and adoption of AWS by engaging with our strategic global public sector national security customers, as well as consulting and technology partners from Amazon’s Partner Network (APN), to transform public sector IT strategy through cloud computing? As International Business Development (BD) Capture Manager for National Security and Defence (NSD), 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. Example customers you may engage with includes the NATO organisation, and NATO member countries.

This role 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 identify, develop and pursue complex strategic opportunities, working with sales and partner leaders to define inputs, develop win themes and shaping strategies for future procurement of AWS Cloud and AWS Partners. You will be responsible for removing blockers, and assisting with the design of new solutions to solve complex customer requirements. You will both support existing Capture Managers on opportunities, as well as directly leading opportunities. You’ll drive change with customers, partners, and internal teams, and write compelling business cases to win support for delivering creative/non-standard approaches and solutions.

You will also support the evolution of AWS’s approach to pursuit of complex NSD 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 the delivery of high-quality tender responses to our customers.

The ideal candidate will be highly detail oriented with an analytical mind, and an exceptionally strong communicator both written and verbally, and able to work effectively across 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. To succeed in this role, you will be comfortable operating in an ambiguous environment, be driven to earn trust, and embrace ownership. Excellent written and presentation skills are required, as the role requires articulating complex concepts to cross-functional audiences (including to senior executive levels).

The role requires 30% international travel to support opportunities and meet with customers and internal stakeholders.

Key job responsibilities

• Be a trusted member within the global public sector NSD team, who can guide fields teams on how to originate, shape and win public sector deals
• Work with industry advisors/consultants, industry bodies and other entities that influence procurement environments, to shape and develop long-term strategies in NSD
• Use expertise and high judgment to determine the right goals and work quickly to deliver on them
• Leverage insight and judgment to recommend which opportunities to pursue, and actions to take to support account teams' sales goals
• Work with international public sector sales teams to develop and oversee implementation of win strategies, proposal approaches and technical solutions, and help with written proposals for RFI/RFQ/RFP and Framework Contracts for customers and AWS Partners
• Work with the field and partner sales teams to close business, using Business Development/Capture acumen with industry leading best practices, including pre-tender customer education and shaping
• Drive pursue/no pursue and bid/no bid decisions to executive levels, review direct proposal response volumes, identify new growth areas in NSD, and manage priorities against competing demands
• Contribute to monthly and quarterly business reviews and other reporting requirements
• Stay aware of the overall WWPS business goals

About the team
Our Specialist Capture team currently provides global business development, capture and acquisition expertise in the areas of NSD, dedicated infrastructure, and sustainability and social value (SSV). The team provides deep expertise in these complex domains, to earn the trust of our customers, and to develop winning strategies for ourselves and our partners.

About AWS

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• Excellent oral and written communication skills in both technical and analytical domains
• Self-motivated with a great sense of urgency and follow-through
• An understanding of typica government procurement approaches
• Excellent communicator who can quickly earn the respect of the team, partners, and customers
• Solid ability to develop, communicate, and document strategic programs and initiatives to stakeholders
• Ability to work effectively across internal and external organizations

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