The Federal Strategic Pursuits Team (SPT) is seeking a Strategic Pursuits Manager — the principal deal leader for the most consequential AI and cloud opportunities in the federal civilian market. You will assemble and lead pursuit teams to win our most strategic contracts worth $50M+ that change the trajectory of the business. If you thrive on competitive intensity, can translate ambiguity into structured action, and want to shape how the U.S. government adopts AI, this role is for you.
Key job responsibilities
- Assemble and lead cross-functional compete teams — including proposal, solution architecture, legal, pricing, and partner resources — to win high-value AI and cloud opportunities from early shaping through award
- Develop and execute campaign-style win strategies for complex, competitive procurements worth $50M+, including comprehensive win plans mapping stakeholders, competitors, evaluation criteria, pricing dynamics, and win themes
- Conduct disciplined qualification — walking away from deals that are unwinnable or too costly to win is as important as winning the ones we pursue
- Influence requirements and position AWS AI and cloud solutions well before formal solicitations are released through deep customer engagement and stakeholder mapping
- Own the quality of all customer-facing deliverables — contributing directly, inspecting work product from the proposal team, and ensuring every artifact advances the competitive position
- Provide direct strategic guidance to senior leadership on pipeline health, competitive positioning, and pursuit investment decisions
A day in the life
You operate between two modes: deep tactical involvement on must-win pursuits and broad strategic thinking across a large pipeline. On any given day, you may be directing technical approaches, pressure-testing a pricing strategy with leadership, mapping the political landscape of a customer's decision-making body, or inspecting a deliverable before it reaches the customer. But no two deals are the same. You adapt your approach continuously as the market, customer, and competitive landscape shift.
The bulk of your success happens well before an RFP drops: meeting with stakeholders, influencing requirements, and positioning AWS AI and cloud solutions. You bring an AI-first mindset to how you work by leveraging AI tools to research markets, analyze competitive trends, simulate scenarios, and accelerate content development — freeing yourself to focus on the judgment calls, relationship building, and political navigation.
The connecting theme is competitive intensity tempered by intellectual honesty — driven to win through ambitious thinking, but always with an eye to disconfirm biases and surface the unvarnished truth about where deals stand.
About the team
The Strategic Pursuits Team is a senior organization that prides itself on recruiting industry-leading staff with diverse backgrounds: capture leaders, technical experts, former contracting officers, military veterans, and more.
We treat every major deal as a campaign, not a transaction. We prize preparation, disciplined qualification, and intellectual honesty about where our deals stand. We bring an AI-first mindset to our work, using AI to move faster and think deeper across the pursuit lifecycle.
Performance is evaluated on your ability to win strategic opportunities that bring in net-new revenue, build and maintain a large pipeline, and deliver on OKRs that expand the business strategically.
We invest in your growth. Your onboarding includes tailored training, a deep dive on AWS AI and cloud services, go-to-market strategies, and broader Amazon business principles. You'll be paired with a Launch Buddy and will complete a mock customer presentation and the AWS Certified Cloud Practitioner exam. Within your first year, you will also achieve the AWS AI Practitioner certification. Beyond onboarding, you'll take on increasingly complex and high-impact pursuits.
- Bachelor's degree
- Experience presenting to both technical and non-technical executive audiences
- Experience in Go-To-Market, Business Development, Sales, or Consulting
- Experience interpreting data and making business recommendations
- 10+ years leading pursuits for large and complex business opportunities in the public sector market
- Experience in developing, negotiating and executing business agreements
- 15+ years leading pursuits for large and complex business opportunities in the public sector market
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit
https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.
USA, VA, Arlington - 147,900.00 - 200,100.00 USD annually