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, large competitive procurements, 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.
Diverse Experiences
AWS 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.
Inclusive Team Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.
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 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.
