The posting
Would you like to be part of a team redefining the IT industry for the Federal and Public Sector market? The Worldwide Specialist Organization (WWSO) within AWS Sales, Marketing, and Global Services (SMGS) is seeking an experienced Senior Technical Business Development Manager to develop and lead go-to-market strategies for HPC and Accelerated Compute solutions serving Defense, Intelligence Community, and civilian federal agencies. In this role, you will own the end-to-end GTM strategy for HPC in the US Federal market, with particular emphasis on AWS Government Regions (GovCloud, Secret Region, Top Secret Region). You will identify and develop business strategies that address critical HPC requirements for customers operating in classified and regulated environments, while building and executing campaigns that drive out-year growth across the federal HPC portfolio.
You will be responsible for developing partnership and deal strategies, managing strategic customer relationships at senior and executive levels, and driving top-line revenue growth for the federal HPC business. Success requires the ability to think strategically about business, product, and technical challenges while working effectively with cross-functional teams to drive performance goals. You must be able to craft compelling value propositions, develop business case and financial proposals, and influence technical decisions at the highest levels of federal agencies.
As an HPC Specialist within WWSO, you will have direct influence on AWS product roadmaps — bringing federal customer insights back to EC2, Batch, and other HPC service teams. Your work will define how Public Sector, Defense and Intelligence agencies modernize from legacy on-premises HPC clusters to cloud-native, mission-ready infrastructure at the convergence of silicon, AI/ML, and advanced computing.
The ideal candidate will possess deep understanding of cloud computing and HPC architectures and operations (on-premises and/or cloud); demonstrated experience executing HPC GTM in the US federal market; and proven success influencing product management and introducing new products into federal and regulated markets.
This position requires that the candidate selected be a US Citizen and currently possess and maintain an active Top Secret security clearance.
Key job responsibilities Key job responsibilities - Lead, Drive and Own and execute end-to-end GTM strategy for HPC in the US Public Sector, Govt. and Federal market, developing and executing comprehensive strategies that drive adoption across Defense, Intelligence Community, and civilian agencies. - As a senior leader for HPC Public Sector BD - drive cross organizational, alignment and strategy for PS+Fed, be responsible for the Pipeline, Launched Revenue , Revenue and enablement targets and delivery to the business - Work with cross-functional teams (sales, solutions architecture, product engineering, partners, marketing) to validate customer requirements, perform proofs of concept, and define pathways to production adoption - Identify specific customer segments and partners to approach with targeted value propositions, build and qualify pipeline and support engagement through the entire business development cycle - Develop business cases to support product feature requests for segment specific HPC use cases and workload classes, ensuring government-specific requirements are prioritized in AWS product roadmaps - Define, develop, and manage HPC-focused AWS programs and initiatives tailored to US Federal, PS and regulated industry customers, including workshops, immersion days, and reference architectures. - Collect, create, and manage sales and marketing collateral to facilitate the business development process, including whitepapers, solution briefs, customer success stories, and executive presentations - Monitor customer onboarding and adoption; develop approaches to increase adoption rates, revenue growth, and workload retention for HPC workloads in AWS
About the team About the team This position is part of the WWSO HPC Specialist team, driving market adoption for AWS's HPC Cloud and services, and emerging AI/ML accelerated compute capabilities — through data-driven analytics, financial metrics, and strategic GTM programs. We create sales plays, build partner ecosystems, and develop programs that drive measurable results. We work closely with Public Sector and Federal Sector customers, DIBs/ federal systems integrators, HPC ISV partners to build an ecosystem supporting AWS success. We operate with a startup mentality within the world's leading cloud provider, combining entrepreneurial ownership with the resources and scale of AWS. 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.
- 10+ years of developing, negotiating and executing business agreements experience - 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience - 7+ years of working with Advanced Compute technologies including, but not limited to: Accelerated Compute, High Performance Compute, Visual/Spatial Compute, and/or IoT. experience - Bachelor's degree - Experience developing strategies that influence leadership decisions at the organizational level - Current, active US Government Security Clearance of Top Secret or above
- Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner - Experience selling to Fortune 1000 or Global 2000 organizations - Master's degree in business economics, engineering, analytics, mathematics, statistics, information technology or equivalent - Proven track record influencing product management teams and successfully introducing new products into federal and regulated markets. - Strong technical competency in cloud computing, web services, enterprise software, and HPC architectures, and GPU-accelerated computing - Experience with compliance/security regimes germane to Defense and National Security (DoD SRG, ICD 503, NIST SP 800-53/171, CMMC, ITAR, DFARS, FedRAMP High, DoD IL4/5/6, FIPS 140-2/3) - Experience with federal systems, HPC partner ecosystem and ISVs
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.
USA, MA, Boston - 176,100.00 - 238,200.00 USD annually USA, TX, Austin - 176,100.00 - 238,200.00 USD annually USA, VA, Arlington - 176,100.00 - 238,200.00 USD annually
