DESCRIPTION
Come be a part of a rapidly expanding $35B global business. At Amazon Business, we set out every day to innovate and disrupt the status quo. We stand at the intersection of tech and retail in the B2B space developing innovative purchasing and procurement solutions to help businesses and organizations re-imagine buying. Bring your insight, imagination and a healthy disregard for the impossible. Join us in building and celebrating the value of Amazon Business to buyers and sellers of all sizes, unlocking our potential worldwide.
Key job responsibilities
Define and execute on a contracted spend market development plan and ensure it's in line with the Amazon Business strategic direction, in partnership with key internal stakeholders (e.g. sales teams, service teams, marketing, partner team, contracts, legal, support, etc.).
Define and size segments, identify and engage key customers, and identify and engage key partners including defense contractors and system integrators to formulate deal strategy.
Support business development pipeline by engaging with key prospects and partners.
Understand the technical requirements of our customers and work closely with the internal development teams to guide the direction of our product offerings to meet customer mission requirements.
Understand the use of Salesforce.com and other internal Amazon systems.
Present business reviews to the senior management team regarding progress and roadblocks to expanding planned/contracted/RFX spend across the Federal market.
A day in the life
In this role, you will identify opportunities for US Federal customers and their contractor community to adopt Amazon Business as a capability that promotes competition with every purchase, and highlight credentialed (small, women owned, veteran, AbilityOne, etc.) sellers and their products. Daily focus will be on identifying opportunities and driving pipeline with both the US Federal Program and Prime Contractors and their sub-contractors.
About the team
Are you passionate about transforming Federal acquisition by leveraging a modern Business to Government (B2G) eMarketplace to help Federal customers achieve their missions? Do you have the business savvy, acquisition and contracting background, and sales skills needed to help further establish Amazon Business (AB) as the preferred acquisition partner for Federal Programs?
The Amazon Business Bid Capture Team is seeking an innovative, results-oriented, customer-centric and technically fluent Capture Manager to drive strategic engagements and partnerships across the Federal market, specifically in DOD/IC. As a key member of a strategic business development team, you will be responsible for working with large strategic Federal customers, Federal contractors, and their respective acquisition and contracts communities to research, discover and qualify opportunities for Amazon Business to perform a variety of supplier, partner and prime contractor roles. You will engage with our customer advisor sales team, category managers, operations, partner and professional services organizations to drive large and highly complex opportunities to closure. Your commitments will include driving platform adoption, creating sales pipeline, as well as creating public references.
The ideal candidate will have a business development or consulting background, experience working with US Federal agency customers at the CxO level, and a good understanding of acquisition regulations (FAR/DFARS) and partnering models with traditional large and small US Federal contractors. Candidates should have experience in a Capture role with a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally to build consensus. Other experiences to include: experience in large complex deal negotiations with a successful track record; ability to navigate across Amazon, partners and the customer in a trusted advisor/consultative approach; and, establishing credibility quickly with senior level executives across the organizations. A strong understanding of Federal contracts, acquisition rules, regulations and relationships within the US Federal contractor community is preferred. Experience working in or with the DOD or IC communities is also preferred.
PREFERRED QUALIFICATIONS
- Experience influencing multiple stakeholders and leading cross functional teams across geographies and business units
- Experience working with technical and product stakeholders to define requirements, prioritize features, and influence product roadmaps
- Experience in setting up and managing a sales pipeline
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.
Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $129,300/year in our lowest geographic market up to $213,800/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.
