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Posted 18 days ago
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DESCRIPTION

Since 2006, Amazon Web Services (AWS) has provided companies, governments and other public sector organizations an improved way to use technology by providing highly scalable, cost-effective, and flexible cloud services. AWS is seeking an experienced Business Development/Capture Manager to join its Worldwide Public Sector team in the UK. The team works across the national security and public safety space, central government departments, local Governments, education institutions, non-profit entities, and healthcare organisations. Our vision is to help public institutions in the UK make a significant impact on the lives of citizens, by using AWS Cloud services.
AWS is known for an unwavering customer obsession and this role is central in helping customers provide better citizen services by using AWS technologies. We do this by developing a market that is conducive to cloud adoption where customers can procure AWS services at scale. This new role will: collaborate with AWS public policy teams to develop long-term cloud environments; work with sales teams to develop a pipeline of strategic opportunities to pursue and win; and, help guide AWS partner teams to scale adoption.

Working closely with the UK Government (Crown Commercial Services) and other public sector procurement bodies, you will be responsible for identifying, growing, and evolving key procurement vehicles and agreements across UK public sector. You will own the opportunity and strategy, drive change with customers, partners, and internal teams, and write compelling business cases to win support for delivering creative/non-standard approaches and solutions.
The ideal candidate will have prior capture, strategic pursuits, consulting, or business development experience, and a demonstrated understanding of cloud adoption trends and challenges in the UK public sector. You must be capable of developing trusted partnerships with senior customer and influencer stakeholders to shape long-term pursuits of cloud procurement, and more broadly, the buying behaviours of public sector customers. You must be able to think big and strategically about a customer’s mission to then build and convey compelling value propositions. To succeed in this role, you will need to communicate effectively, lead when ambiguity levels are high, be driven to earn trust, and embrace ownership.
The successful candidate must have experience in public sector procurement, and an understanding of related compliance requirements, to navigate government contracting vehicles and procedures. You will be a thought leader on procurement reform relating to cloud computing, procurement awareness, and other program pursuits.
Roles and Responsibilities
1. Be the single-threaded leader for identifying, growing and evolving AWS procurement vehicles and contracts for the UK public sector
2. Collaborate with key executives and change champions within lead IT procurement agencies to build next-generation AWS procurement and contract vehicles
3. Analyse successful AWS procurement and contract vehicles to identify constraints and root causes that inhibit growth and re-use of the model
4. Influence and coordinate change of longstanding AWS processes to allow lead IT procurement agencies to implement successful AWS procurement and contract vehicles more easily
5. Act as a Subject Matter Expert for AWS procurement and contract vehicles globally
6. Work with a multitude of customer, partner, and internal AWS teams to orchestrate opportunity development and win related pursuits
7. Work with the broader in-country industry advisors/consultants, industry bodies and other entities that influence UK procurement environments, to shape and develop long-term strategies
8. Help customers, partners, and industry at-large, to understand the nuances of public cloud in general, and cloud procurement in particular, to develop a cloud conducive environment for the public sector

BASIC QUALIFICATIONS

· Significant business development experience (ideally technology related): identifying, shaping and closing new business opportunities
· Must have a demonstrated understanding of public sector procurement and contract mechanisms
· Must have demonstrated experience of successfully negotiating and executing public sector procurement and contract mechanisms
· Self-motivated with a great sense of urgency and follow-through
· Strong gravitas to engage with senior officials, customers, and influencers to drive change
· Excellent communicator who can quickly earn the respect of the team and customer
· Must have the ability to work effectively across internal and external organizations
· Have the ability to think and act from a long term strategic perspective
· University degree or equivalent experience

PREFERRED QUALIFICATIONS

· MBA or advanced college degree preferred
· Technical/Tender Writing experience
DESCRIPTION

Since 2006, Amazon Web Services (AWS) has provided companies, governments and other public sector organizations an improved way to use technology by providing highly scalable, cost-effective, and flexible cloud services. AWS is seeking an experienced Business Development/Capture Manager to join its Worldwide Public Sector team in the UK. The team works across the national security and public safety space, central government departments, local Governments, education institutions, non-profit entities, and healthcare organisations. Our vision is to help public institutions in the UK make a significant impact on the lives of citizens, by using AWS Cloud services.
AWS is known for an unwavering customer obsession and this role is central in helping customers provide better citizen services by using AWS technologies. We do this by developing a market that is conducive to cloud adoption where customers can procure AWS services at scale. This new role will: collaborate with AWS public policy teams to develop long-term cloud environments; work with sales teams to develop a pipeline of strategic opportunities to pursue and win; and, help guide AWS partner teams to scale adoption.

Working closely with the UK Government (Crown Commercial Services) and other public sector procurement bodies, you will be responsible for identifying, growing, and evolving key procurement vehicles and agreements across UK public sector. You will own the opportunity and strategy, drive change with customers, partners, and internal teams, and write compelling business cases to win support for delivering creative/non-standard approaches and solutions.
The ideal candidate will have prior capture, strategic pursuits, consulting, or business development experience, and a demonstrated understanding of cloud adoption trends and challenges in the UK public sector. You must be capable of developing trusted partnerships with senior customer and influencer stakeholders to shape long-term pursuits of cloud procurement, and more broadly, the buying behaviours of public sector customers. You must be able to think big and strategically about a customer’s mission to then build and convey compelling value propositions. To succeed in this role, you will need to communicate effectively, lead when ambiguity levels are high, be driven to earn trust, and embrace ownership.
The successful candidate must have experience in public sector procurement, and an understanding of related compliance requirements, to navigate government contracting vehicles and procedures. You will be a thought leader on procurement reform relating to cloud computing, procurement awareness, and other program pursuits.
Roles and Responsibilities
1. Be the single-threaded leader for identifying, growing and evolving AWS procurement vehicles and contracts for the UK public sector
2. Collaborate with key executives and change champions within lead IT procurement agencies to build next-generation AWS procurement and contract vehicles
3. Analyse successful AWS procurement and contract vehicles to identify constraints and root causes that inhibit growth and re-use of the model
4. Influence and coordinate change of longstanding AWS processes to allow lead IT procurement agencies to implement successful AWS procurement and contract vehicles more easily
5. Act as a Subject Matter Expert for AWS procurement and contract vehicles globally
6. Work with a multitude of customer, partner, and internal AWS teams to orchestrate opportunity development and win related pursuits
7. Work with the broader in-country industry advisors/consultants, industry bodies and other entities that influence UK procurement environments, to shape and develop long-term strategies
8. Help customers, partners, and industry at-large, to understand the nuances of public cloud in general, and cloud procurement in particular, to develop a cloud conducive environment for the public sector

BASIC QUALIFICATIONS

· Significant business development experience (ideally technology related): identifying, shaping and closing new business opportunities
· Must have a demonstrated understanding of public sector procurement and contract mechanisms
· Must have demonstrated experience of successfully negotiating and executing public sector procurement and contract mechanisms
· Self-motivated with a great sense of urgency and follow-through
· Strong gravitas to engage with senior officials, customers, and influencers to drive change
· Excellent communicator who can quickly earn the respect of the team and customer
· Must have the ability to work effectively across internal and external organizations
· Have the ability to think and act from a long term strategic perspective
· University degree or equivalent experience

PREFERRED QUALIFICATIONS

· MBA or advanced college degree preferred
· Technical/Tender Writing experience
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