Senior Enterprise Service Manager, NatSec ProServe

DESCRIPTION

Job summary
As a Senior Enterprise Service Manager (ESM) for AWS focusing on the U.S. National Security (NatSec) market segments, you will have the exciting opportunity to assist the NatSec Sales Team in building, shaping, and executing on their Professional Services (ProServe) capture and proposal strategy. Your responsibilities will include aligning ProServe offerings to critical business and IT outcomes, overseeing and assessing capture and proposal activities specific to AWS ProServe, working with partner managers to drive a holistic partner strategy and providing insight to accelerate rate of execution/adoption of cloud technology. The Senior ESM will develop and maintain a long-term pipeline of cloud-related opportunities and packaged offers across national security accounts and agencies. You will dive deep into customer priorities, needs, and challenges and identify opportunities for AWS ProServe to support their missions and objectives. You will develop and implement go-to-market plans for those opportunities and drive them through the sales cycle. You will identify technologies, services, solutions, and partners that help our customers achieve their missions. You will support the account, capture, and proposal teams as they develop and implement capture strategies, partner strategies, proposal approaches, and technical solutions. You will work closely with and support the AWS NatSec sales teams as they build their long-term pipeline. You will drive pipeline opportunities through the funnel and coordinate with AWS ProServe and Service teams to position them for success.

You will create capture and proposal content, coordinate and deliver narratives, case studies, use cases, pilots, proofs of concept, and demonstrations that help customers see the value of AWS technologies as delivered by ProServe. In addition, you will provide government customers with total cost of ownership (TCO), return on investment (ROI), business case analysis, and pricing volumes. You will work with AWS technical teams including service teams, solution architects, and specialized sales to provide detailed technical information and differentiators that can be delivered by ProServe. You will create review schedules and internal documents to present opportunities and investment proposals to leadership teams and other stakeholders.

The ideal candidate will possess deep knowledge of the NatSec market space, customers and their missions, priorities, and procurement systems. They will have a combination of experience in strategic planning, business development, sales, and program management. They will have a proven and successful track record of building and managing a large pipeline of opportunities within the NatSec market. They will have a deep industry background that enables them to engage and communicate effectively on a wide range of technical and business discussions with customers, partners, and internal AWS teams. They will have technical understanding and knowledge to support ProServe, Capture, and Sales teams as they work through developing competitive technical solutions. They will have hands-on experience in developing, proposing, and winning large deals and programs. They will have to demonstrate their experience in building successful go to market plans, technical solutioning, partner and teaming strategies, selling through various business models and contract vehicles, and the ability to convey differentiators and value propositions. Understanding of the government contracting environment, policies, regulations, and procedures is important in this role.

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 we 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 14 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.

We’re dedicated to supporting new team members. Our team has a broad mix of experience levels and Amazon tenures, and we’re building an environment that celebrates knowledge sharing and mentorship.

Our team also puts a high value on work-life balance. Striking a healthy balance between your personal and professional life is crucial to your happiness and success here, which is why we aren’t focused on how many hours you spend at work or online. Instead, we’re happy to offer a flexible schedule so you can have a more productive and well-balanced lifeboth in and outside of work.

This position requires that the candidate selected be a U.S. citizen and must currently possess and maintain an active TS/SCI security clearance with polygraph and satisfy other security related requirements. In compliance with the U.S. government requirement that employees of its contractors, and employees who work on or in connection with U.S government contracts must receive the COVID-19 vaccine, this position may require that the candidate selected be fully vaccinated against COVID-19. A person is considered fully vaccinated by completing the full regimen of the COVID-19 vaccine (two doses for Pfizer or Moderna and one dose for Johnson & Johnson).

For inquiries, please reach out to Renee Taylor @ tarenee@amazon.com

BASIC QUALIFICATIONS

• Bachelor’s degree in business or technical field
• 7+ years working with Federal customers in a business development, sales, capture, or program management capacity, preferably in a Consulting or Professional Services business unit.
• 1+ years of experience with AWS or cloud technology.
• Current, active US Government Security Clearance of TS/SCI with Polygraph

PREFERRED QUALIFICATIONS

We are looking for a combination of these to compliment this job’s basic qualifications. A successful candidate does not need to have all of these.

• M.B.A. or graduate degree in engineering or computer science.
• Experience working effectively across internal and external organizations.
• Profit and loss (P&L), account, or large program management experience in the U.S. Federal market.
• Experience identifying, shaping, winning, and executing U.S. Federal competitive opportunities.
• Enterprise business or sales experience.
• Experience responding, reviewing, or writing proposal responses to RFxs.
• A strong understanding of government procurement and government contract vehicles.
• Experience and strong understanding of AWS cloud technologies.
• Experience using Salesforce, Excel, and other business productivity tools.
• 1+ year of experience with US Federal Acquisition Regulations (FAR) and US Government contracting
• Meets/exceeds Amazon’s leadership principles requirements.

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.