Description

Amazon Web Services (AWS) is the leading cloud provider. AWS runs a globally distributed and resilient environment, operating at massive scale and enabling businesses and government agencies to run their operations and applications on AWS’s multi-tenant infrastructure. Through AWS’ virtual infrastructure, customers all over the world innovate faster with emerging technologies like High Performance Computing, Quantum, AI/ML, Space, and more.

World Wide Public Sector (WWPS) team is looking for an exceptional sales candidate who is excited about cloud services for Space. The candidate will join our fast growing Emerging Technology Team to support sensitive and critical US Defense and Intelligence cloud technologies and activities.

As the Principal Lead for Space, you will focus on developing customer use cases, adoption, and the go-to-market strategy across multiple customer agencies and collaborate with each account team. You will work backwards from the customers' Space needs to develop integrated solutions that leverage AWS Space, IoT, Edge, Networking, and partner capabilities. As a Space specialist, you will partner with customer executives and builders as they adopt Space best practices and services. You will create the highest-quality go-to-market collateral, including customer and internal demos, hands-on labs, workshops, POC accelerators, and AWS Solutions. You will combine your knowledge of the customer's mission and systems with deep understanding of the latest technology trends.

This position requires that the candidate selected be a US citizen and must currently possess an active Top Secret security clearance. The position further requires that, after start, the selected candidate obtain and maintain an active TS/SCI security clearance and satisfy other security related requirements.

This position is based in the DC metro area.

Key job responsibilities

· Prospect into new Space customers and buying centers by working closely with AWS account teams and partners.

· Serve as an expert in Space and associated AWS services, providing specialized sales and enablement.

· Meet regularly with national security executives and mission owners to understand their mission requirements, existing architectures, and introduce AWS Space services.

· Negotiate and close large, complex Space opportunities.

· Develop the AWS Space go to market strategy for USG customers to achieve high growth over one-, three-, and five-year periods.

· Work closely with Amazon business leaders (such as customer account teams, hardware and software engineering leaders, professional services, and technical program managers).

• Represent the voice of the customer; collaborate with field and central teams to bring customer feedback to product teams. Lead curation of custom feature and availability requests for unique customer use cases.

· Identify opportunities for Marketing and Public Policy engagements.

· Leverage Defense and Professional Associations to establish AWS as a thought and industry leader resulting in increasing customer intimacy, nurture existing partners, develop new partners, and discover opportunities.

A day in the life

This is a highly dynamic role, and as such, your typical day could include 2-3 morning meetings with agency executives, program officers, and builders. In the afternoon, you might be leading an internal strategy or working session with key stakeholders from NatSec or DOD account teams, service teams, or Professional Services. You’ll author think big docs for Amazon executives, where you reimagine customer systems and propose new solutions.

About the team

The team you would join specializes in Emerging Technologies, with a core focus on AI/ML, Quantum, Edge, Storage, IoT, HPC, and Space. As such, we pride ourselves on our deep technical and mission knowledge. Members of our team dive deep into their technical specialties, trends in mission adoption of emerging technologies, and the best practices for accelerating emerging tech adoption. As a high performing sales organization, the team serves as a trusted partner to end users, agency leadership, and the policy community. We enjoy working hard, and our team also puts a high value on work-life balance. It isn’t about how many hours you spend at home or at work; it’s about the flow you establish that brings energy to both parts of your life. We believe striking the right balance between your personal and professional life is critical to life-long happiness and fulfillment. We offer flexibility in working hours and encourage you to find your own balance between your work and personal lives.

Our team is dedicated to supporting new members. We have a broad mix of experience levels and tenures, and we’re building an environment that celebrates knowledge sharing and mentorship. We care about your career growth and strive to assign projects based on what will help each team member develop into a better-rounded professional and enable them to take on more complex tasks in the future.

This position requires that the candidate selected be a U.S. citizen, must currently possess and maintain an active TS/SCI security clearance with polygraph. 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).

Diverse Experiences

Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS

Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Work/Life Balance

We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

Inclusive Team Culture

Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship and Career Growth

We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Basic Qualifications

• 5 or more years building cloud or space systems in National Security.

• Current, active US Government Security Clearance of TS/SCI with Polygraph

• Bachelor's degree in Computer Science or relevant national security fields

Preferred Qualifications

• 2 or more years in sales or BD for Space or cloud services into the Intelligence Community or DOD buying centers.

• Formal sales training in Value Selling, Challenger, or similar sales methodology with demonstrable track record of successfully selling technology products and services.

• Certifications in Amazon Web Services including Cloud Practitioner, Machine Learning, Data Engineer, and/or Solutions Architect

• Masters, PHD, or professional certification in Space Systems, Data & Analytics, High Performance Computing, AI/ML, Math, Quantum Information Systems and Technologies, or other related fields.

• Experience developing capture plans, power mapping, competitive business intelligence reports, project schedules, price-to-win models, and pursue/no-pursue recommendations with the Federal Government.

• Demonstrable presentation skills and the ability to write white papers, proposals, or other client facing materials. Prefer experience in public speaking.

• Demonstrable record of being detail-oriented with past examples showing ability to self-motivate and follow-through on projects.

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.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $153,000/year in our lowest geographic market up to $252,900/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. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. 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.