Capture Manager - Amazon Leo Government

Description

Amazon Leo is an initiative to launch a constellation of Low Earth Orbit satellites that will provide low-latency, high-speed broadband connectivity to unserved and underserved communities around the world. The mission of Amazon Leo Government (ALG) is to leverage Amazon Leo and provide high speed, low latency, and secure satellite broadband services to United States and allied government customers.

We have an immediate opening for a Capture Manager to support the ALG team focusing on U.S. Government customers in the Defense, National Security, and Federal Civilian areas. As a Capture Manager, you will perform a pivotal role in defining and implementing customer-oriented services for Amazon Leo satellite communication services serving government customers. You will work with the ALG Business development teams to close business at a rapid rate and scale to include improved RFI responses, pre-RFP customer education and shaping, and even unsolicited proposal initiatives. The ideal candidate will possess appropriate experience and the necessary clearances to work with the defense and intelligence communities. They will possess a deep industry background that enables them to engage and communicate effectively in a wide range of technical and business discussions with internal ALG colleagues, aerospace/satellite partner organizations, and end customers. The individual must have the ability to communicate effectively across multiple technical and non-technical business units, as well as across multiple geographies. Successful members of this team collaborate effectively to solve data and operational problems, implement new reporting solutions, and deliver successfully against high operational standards.

The best candidates will have foundational knowledge of capture process related to U.S. Government. They will be able to lead development of a strategic ALG Capture strategy and ensure required investments are reflected in the business plan and meet long-term ALG goals and objectives. They must have expertise and experience with Customer Relationship Management (CRM) using tools like cloud-based Salesforce or similar relevant tools.

Key job responsibilities
As a Capture Manager for Amazon LEO focusing on government customers, you will have the exciting opportunity to help shape and deliver on a strategy to build broad use of Amazon’s Leo broadband communication systems for government users. Your responsibilities will include working with the internal Amazon LEO Public Sector team to develop and maintain a multi-year pipeline of Amazon Leo related opportunities, develop and oversee implementation of bid strategies, proposal approaches and technical solutions, and manage written proposals for RFI/RFQ/RFP/BAA and IDIQ Contracts for customers and partners. In addition, you will be responsible for delivering actionable, objective insights to Sales team leadership leaders to inform the strategic ALG capture approach. You must possess expertise and experience with Customer Relationship Management (CRM) using tools like cloud-based Salesforce or similar relevant tools.

In this role you will:
• Develop and utilize an integrated, data-driven customer relationship management (CRM) software solution, like Salesforce, to help manage, track, and store information related to ALG current and potential customers.
• Maintain and monitor the ALG opportunity pipeline; generate needed reports to support strategic planning and go-to-market campaigning
• Provide ALG leadership with CRM data to monitor opportunity pipeline health
• Identify bid opportunities through direct interactions with existing and prospective DoD and national security customers, as well as, through a wide range of industry forums and procurement resources
• Develop a plan for understanding the customer’s requirements, issues, and needs during the pursuit and capture phases and lead planning sessions with core team
• Develop and execute a plan for shaping customer opportunities
• Own the pursuit of ALG opportunities, linking Business Development activities into the Proposal activities
• Serve as a key member of the Amazon Leo Government team identifying and responding to pursuit opportunities, leveraging knowledge of U.S. government acquisition guidelines and experience with government RFP/BAA compliance requirements
• Gather, assess, and validate customer requirements leveraging knowledge of government contracting, to create a targeted, differentiated win strategy
• Ensure timely development of final win themes, win strategies, value propositions, and differentiators
• Manage opportunity validation and maturation to assist ALG in determining Pursue/ No pursue and Bid / No Bid decisions
• Lead internal opportunity problem-solving, gate review discussions and RFI response
• Partner with ALG program, sales, and Product teams to identify process improvement opportunities and implement solutions
• Develop, manage, and execute the proposal response plan while working with key internal ALG stakeholders (e.g., sales teams, service teams, legal, contracts, and proposal support) to understand and navigate government procurement processes and procedures.
• Be a thought leader with respect to customer program pursuit, proposal responses, win themes, ROI analyses, technical discriminators, innovative business solutions and strategies, and price-to-win
• Create consensus on overall opportunity capture strategy
• Analyze capture performance, measure capture productivity, create dashboards, and report insights
• Maintain and develop capture related tools or reports that align, and simplify, monthly business reviews, annual planning, and forecasting processes

Security Clearance: This position requires that the selected candidate be a US Citizen and must be able to obtain and maintain a US Government security clearance of TS/SCI.

This position is in Arlington, VA. Some travel, both domestic and international, will be required.

Basic Qualifications

- Bachelor's degree in business economics, engineering, analytics, mathematics, statistics, information technology or equivalent
- 5+ years of responding to requests for proposals (e.g., determining requirements, matching requirements to technical approach and solutions, developing solutions against requirements) experience
- 6+ years of developing, negotiating and executing business agreements experience
- 10 years of full lifecycle Sales/Capture and acquisition leadership experience for the US Government
- 7+ years of Capture Manager experience, managing all aspects of capture management, leveraging expertise using Salesforce and/or relevant contract management tools.

Preferred Qualifications

- Experience in negotiating complex agreements with an understanding of legal terminology and reasoning
- Knowledge of government contracting laws, rules and regulations including, but not limited to, commercial items contracting requirements, Federal Acquisition Regulations (FAR), and Defense Federal Acquisition Regulation (DFAR)
- Experience managing technical sales, leveraging analytical skills, and demonstrated improvement to customer experience.
- Enterprise sales experience, including successful large program pursuit and captures

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.