DESCRIPTION
At AWS, we believe our customers should have control of how they secure, manage, and share their data in the cloud. We were the first major cloud provider to allow organizations to control the location and movement of customer data.
We're seeking exceptional people who want to help AWS define what's possible with cloud technology.
This Senior Business Development Capture Manager for Digital Sovereignty will collaborate with AWS Sales, Partners, Public Policy, Business Contracts, Proposals, Legal and other teams and business leaders to identify, develop and pursue strategic opportunities, working with sales and partner leaders to define inputs, develop win themes and shaping strategies for future procurement of AWS Digital Sovereignty Cloud solutions. You will be responsible for leading and evolving strategic national digital sovereignty opportunities in the public sector and highly regulated industries. 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.
Ideally, you have prior experience in business development, strategic pursuits, consulting, or sales experience, and a demonstrated understanding of cloud adoption trends, opportunities and challenges in highly regulated industries and the public sector. You are able to demonstrate a history of developing trusted partnerships with senior customers and influence stakeholders to shape long-term pursuits of cloud adoption and procurement. To succeed in this role, you will be comfortable operating in an ambiguous environment, be driven to earn trust, and embrace ownership.
We can be flexible with regards to base location and would consider someone based in our EMEA offices, e.g. UK, Germany, France, Italy, Spain, Luxembourg or UAE.
Key job responsibilities
• Be a trusted member of the public sector and regulated industry sales teams, who can guide fields teams on how to originate, shape and win competitive deals
• Work with industry advisors/consultants, industry bodies and other entities that influence policy and procurement environments, to shape and develop long-term business development and capture strategies
• Define and own strategy, approaches, and plans to identify and capture new digital sovereignty business opportunities
• 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 AWS Industries and AWS Public Sector sales teams to develop and maintain a multi-year pipeline of cloud-related digital sovereignty opportunities, develop and oversee implementation of win strategies, proposal approaches and technical solutions, and help with written proposals for RFI/RFQ/RFP/Tenders 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, to include improved RFx responses, and pre-tender customer education and shaping
• Drive pursue/no pursue and bid/no bid decisions, provide review of direct proposal response volumes, identify new growth areas in UK national security, and manage priorities against competing demands
• Contribute to recurring monthly and quarterly business reviews and other reporting requirements.
BASIC QUALIFICATIONS
• 7+ years of developing, negotiating and executing business agreements experience
• 7+ years of professional or military experience
• Experience developing strategies that influence leadership decisions at the organizational level
PREFERRED QUALIFICATIONS
• Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner
• Experience selling to Fortune 1000 or Global 2000 organizations
• Self-motivated with a great sense of urgency and follow-through
• A thorough understanding of government procurement and government contract vehicles
• Excellent communicator who can quickly earn the respect of the team, partners, and customers and desirable to have English and other language skills
• 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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