Application deadline: Jun 25, 2026
Amazon Leo is an initiative to increase global broadband access through a constellation of 3,236 satellites in low Earth orbit (LEO). Its mission is to bring fast, affordable broadband to unserved and underserved communities around the world. Amazon Leo will help close the digital divide by delivering fast, affordable broadband to a wide range of customers, including consumers, businesses, government agencies, and other organizations operating in places without reliable connectivity.
The Amazon Leo Aviation Sales team is seeking a highly strategic, customer-obsessed, and analytical leader to join as a Bid Strategy Manager. In this role, you will develop the strategy and execution of complex airline pursuits, helping shape how Amazon Leo positions and delivers differentiated solutions to aviation customers globally.
You will play a critical role in driving high-value commercial opportunities by developing compelling bid strategies, defining win themes, influencing pricing and commercial structures, and supporting sales staff around the world make winning offers. You will partner cross-functionally to deliver customer-centric proposals. This role requires a strong blend of strategic thinking, commercial acumen, executive communication, and the ability to operate effectively in ambiguous and fast-moving environments.
The ideal candidate thrives in high-stakes sales environments, understands how to influence across organizations, and can translate customer needs into scalable, innovative commercial solutions.
Key job responsibilities
• Develop market-level approaches and airline-specific strategies for aviation opportunities, including defining clear win themes that articulate how and why Amazon Leo will succeed in competitive pursuits.
• Qualify and prioritize opportunities by assessing strategic fit, competitive positioning, customer needs, and probability of success.
• Manage and optimize the opportunity pipeline to ensure focus on high-value, high-probability pursuits aligned with business objectives.
• Develop customer response and RFP materials, working backwards from target outcomes to guide negotiation and pricing decisions across multiple bid rounds.
• Serve as the link between the sales organization and Finance and Deal Desk to evaluate deal profitability, unit economics, and long-term business impact.
• Lead commercial alignment and governance processes, including facilitating deal reviews and securing executive stakeholder alignment.
• Design innovative commercial and partnership structures tailored to different airline business models, including global flag carriers, low-cost carriers (LCCs), and regional operators.
• Collaborate across Amazon organizations — including AWS, Prime, Video, Business, and other internal teams — to create differentiated, customer-centric solutions that leverage the broader Amazon ecosystem.
• Coordinate with sales people in the field, to drive timely and effective decision-making.
• Continuously improve bid management processes, frameworks, and operational rigor to increase win rates and business efficiency.
Export Control Requirement: Due to applicable export control laws and regulations, candidates must be a U.S. citizen or national, U.S. permanent resident (i.e., current Green Card holder), or lawfully admitted into the U.S. as a refugee or granted asylum.
