Description

As a Planning and Execution Manager (PEM) for AWS focusing on our US Federal (FedFin) customers and partners, you will have the exciting opportunity to assist in building, shaping, and executing on their long-term strategic priorities. You will serve as a strategic growth advisor developing strategies that drive adoption and growth. You will collaborate closely with Account Managers and supporting teams to enable customers to use AWS technologies to advance their missions and achieve their outcomes.

Key job responsibilities

Your responsibilities will include partnering with stakeholders to dive deep and analyze mission areas to understand customer priorities, challenges, and unmet needs, buying patterns, and industry trends. You will leverage this knowledge to identify addressable opportunity space and prioritize strategic growth areas based on their ability to scale, impact customer missions and deliver strategic value. You will also develop go-to-market plans and frameworks to take ideas into action. You will work across teams to help increase adoption of the mechanisms and improve based on inspections and feedback. You will develop and implement specific plans for targeted opportunities and drive them through the sales cycle. You will support account teams to develop their own growth plans, campaigns, and execution strategies. You will author critical input to strategic planning, monthly and quarterly business reviews, and targeted growth documents. You will be instrumental in deriving total cost of ownership (TCO), return on investment (ROI), and business case analysis for both internal and customer consumption. You will create review schedules and internal documents to present opportunities and investment proposals or to prioritize removal of blockers to leadership teams and other stakeholders.

The ideal candidate will possess knowledge across the US Federal and FedFin market space, customers and their missions, priorities, and procurement systems. They will have a combination of experience in strategic planning, business development, sales, operational execution, and program management. They will have a proven and successful track record of building and managing a large pipeline of opportunities and delivering strategic value to many customers across multiple mission areas. 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 solution architects and professional services teams as they work through developing 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, developing partner and teaming strategies, selling through various business models and contract vehicles, and the ability to effectively convey differentiators and value propositions. They will exhibit excellent verbal and written communication skills and a commitment to collaboration and facilitating consensus.

We are open to hiring candidates to work out of one of the following locations:

Arlington, VA, USA | Herndon, VA, USA

Basic Qualifications

• B.S. in Computer Science, Engineering, Business, or other related technical field.

• 12+ years working with Federal customers in a business development, sales, capture, or program management capacity.

• 1+ years of experience with AWS or cloud technology.

Preferred Qualifications

• M.B.A. or graduate degree in engineering or computer science.

• Experience with creating and executing on strategic plans for large organizations.

• 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.

• Meets/exceeds Amazon’s leadership principles requirements for this role

• Meets/exceeds Amazon’s functional/technical depth and complexity

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.