POSTED Jul 17
Business Development Manager - Capture (Ontario Public Sector), Canada Capture
at Amazon ⋅ CA, ON, Toronto
Amazon Web Services (AWS) is seeking a Business Development Manager – Capture to join our team serving public sector organizations in Ontario. The role is based in the Greater Toronto Area.
The primary objective of the Business Development Manager – Capture role is to shape and deliver on a strategy to build mindshare and broad use of the AWS Cloud across Ontario Public Sector. A key aspect of shaping is to influence and establish cloud-friendly procurement approaches so that our Ontario customers in government, education and healthcare may procure AWS cloud services (more than 200 cloud services including AI/ML, data analytics, contact centre, storage etc.) in support of their mission systems, strategic initiatives and other priorities.
In this role, your responsibilities will include working with AWS Canada Public Sector Sales to identify long-term revenue opportunities and influence customer thinking about future IT procurements. You will team with all parts of the AWS Canada Public Sector team to develop and oversee winning pursuit strategies (including pricing and partner engagement) in response to planned and active procurements, with a focus on medium- to long-term pursuits.
The ideal candidate will possess prior experience in business development/capture management and strategic pursuits for innovative technical solutions, including experience shaping and responding to formal procurement processes. She/he will have relevant background working in or selling to government/public sector, and proven experience developing trusted relationships with senior-level customers and partner leadership. She/he needs demonstrated ability to think strategically about each customer’s mission, opportunities and challenges, with the ability to build and convey compelling value propositions to leaders within a wide range of public sector customers.
Key job responsibilities
• Identify opportunities through direct interactions with existing and prospective customers, as well as through partners, industry forums, procurement resources and Business Intelligence tools.
• Collaborate with key executives and decision makers within lead IT procurement agencies and customer organizations to build, manage and evolve cloud procurement approaches and contract vehicle
• Work with key internal stakeholders (e.g. sales teams, service teams, legal, contracts, and proposal support) as well as partners to develop and maintain a multi-year pipeline of cloud-related opportunities.
• Play a leadership role with a wide variety of customers, partners, and internal AWS teams to orchestrate individual opportunity development and win the related pursuits.
• Use your deep industry background to engage and communicate effectively in a wide range of technical, business and procurement discussions with internal AWS colleagues, partners, and end customers.
• Develop and oversee implementation of bid strategies, proposal approaches and technical solutions, and help with written proposals in response to procurement documents (e.g. RFI/RFQ/RFP) issued by customers.
• Be a thought leader with respect to opportunity pursuit including: proposing innovative business solutions and strategies; developing win themes; preparing ROI/TCO analyses; creating pricing strategies; highlighting technical discriminators; and understanding and navigating government acquisition guidelines.
About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the 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.
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 & 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.
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 flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
Hybrid Work
We value innovation and recognize this sometimes requires uninterrupted time to focus on a build. We also value in-person collaboration and time spent face-to-face. Our team affords engineers options to work in the office every day or in a flexible, hybrid work model near one of our Amazon offices. Our hybrid models allow you the freedom to work from home whenever in-office collaboration isn’t necessary.
The primary objective of the Business Development Manager – Capture role is to shape and deliver on a strategy to build mindshare and broad use of the AWS Cloud across Ontario Public Sector. A key aspect of shaping is to influence and establish cloud-friendly procurement approaches so that our Ontario customers in government, education and healthcare may procure AWS cloud services (more than 200 cloud services including AI/ML, data analytics, contact centre, storage etc.) in support of their mission systems, strategic initiatives and other priorities.
In this role, your responsibilities will include working with AWS Canada Public Sector Sales to identify long-term revenue opportunities and influence customer thinking about future IT procurements. You will team with all parts of the AWS Canada Public Sector team to develop and oversee winning pursuit strategies (including pricing and partner engagement) in response to planned and active procurements, with a focus on medium- to long-term pursuits.
The ideal candidate will possess prior experience in business development/capture management and strategic pursuits for innovative technical solutions, including experience shaping and responding to formal procurement processes. She/he will have relevant background working in or selling to government/public sector, and proven experience developing trusted relationships with senior-level customers and partner leadership. She/he needs demonstrated ability to think strategically about each customer’s mission, opportunities and challenges, with the ability to build and convey compelling value propositions to leaders within a wide range of public sector customers.
Key job responsibilities
• Identify opportunities through direct interactions with existing and prospective customers, as well as through partners, industry forums, procurement resources and Business Intelligence tools.
• Collaborate with key executives and decision makers within lead IT procurement agencies and customer organizations to build, manage and evolve cloud procurement approaches and contract vehicle
• Work with key internal stakeholders (e.g. sales teams, service teams, legal, contracts, and proposal support) as well as partners to develop and maintain a multi-year pipeline of cloud-related opportunities.
• Play a leadership role with a wide variety of customers, partners, and internal AWS teams to orchestrate individual opportunity development and win the related pursuits.
• Use your deep industry background to engage and communicate effectively in a wide range of technical, business and procurement discussions with internal AWS colleagues, partners, and end customers.
• Develop and oversee implementation of bid strategies, proposal approaches and technical solutions, and help with written proposals in response to procurement documents (e.g. RFI/RFQ/RFP) issued by customers.
• Be a thought leader with respect to opportunity pursuit including: proposing innovative business solutions and strategies; developing win themes; preparing ROI/TCO analyses; creating pricing strategies; highlighting technical discriminators; and understanding and navigating government acquisition guidelines.
About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the 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.
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 & 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.
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 flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
Hybrid Work
We value innovation and recognize this sometimes requires uninterrupted time to focus on a build. We also value in-person collaboration and time spent face-to-face. Our team affords engineers options to work in the office every day or in a flexible, hybrid work model near one of our Amazon offices. Our hybrid models allow you the freedom to work from home whenever in-office collaboration isn’t necessary.
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