Technical Business Developer - GenAI , National Security Team at Amazon Web Services, Inc.
Herndon, VA 22070
About the Job
Amazon Web Services (AWS) is the leading cloud provider. AWS runs a globally distributed and resilient environment, operating at massive scale and enabling businesses and government agencies to run their operations and applications on AWS’s multi-tenant infrastructure. Through AWS’ virtual infrastructure, customers all over the world innovate faster with emerging technologies like High Performance Computing, Quantum, AI/ML, Space, and more.
World Wide Public Sector (WWPS) team is looking for an exceptional business development candidate who is excited about accelerating customers' DataOps journey. The candidate will join our fast growing Emerging Technology Team to support sensitive and critical US Defense and Intelligence cloud technologies and activities.
In this TechBD - GenAI role, you will focus on developing customer use cases, adoption, and the go-to-market strategy across multiple customer agencies and collaborate with each account team. You will work backwards from the customers' GenAI needs to develop integrated solutions that leverage AWS and partner database, analytics and AIML capabilities. As a ML specialist, you will partner with customer executives and builders as they adopt DataOps and MLOps best practices. You will create the highest-quality go-to-market collateral, including customer and internal demos, hands-on labs, workshops, POC accelerators, and AWS Solutions. You will combine your knowledge of the customer's mission and systems with deep understanding of the latest technology trends with data strategies, LLMs/multi-modal FMs, RAG, Vector DBs, agents, and prompt engineering techniques. You need to be able to learn new concepts and tools at the speed of development of technology in GenAI and work at all levels of the AI stack, from model development/fine-tuning and integration of LLMs to broader application workflows, to applying higher-level GenAI-powered services to build business applications.
This position requires that the candidate selected be a US citizen and must currently possess an active Top Secret security clearance. The position further requires that, after start, the selected candidate obtain and maintain an active TS/SCI security clearance with polygraph and satisfy other security related requirements.
This position is based in the DC metro area.
Key job responsibilities
· Prospect into new data and AI/ML customers and buying centers by working closely with AWS account teams and partners.
· Serve as an expert in DataOps and associated AWS services, providing specialized sales and enablement.
· Meet regularly with national security executives and mission owners to understand their mission requirements, existing architectures, and introduce AWS database & analytics services.
· Negotiate and close large, complex database & analytics opportunities.
· Develop the AWS DataOps go to market strategy to achieve high growth over one-, three-, and five-year periods.
· Work closely with Amazon business leaders (such as customer account teams, hardware and software engineering leaders, professional services, and technical program managers).
· Represent the voice of the customer; collaborate with field and central teams to bring customer feedback to product teams. Lead curation of custom feature and availability requests for unique customer use cases.
· Identify opportunities for Marketing and Public Policy engagements.
· Leverage Defense and Professional Associations to establish AWS as a thought and industry leader resulting in increasing customer intimacy, nurture existing partners, develop new partners, and discover opportunities.
A day in the life
This is a highly dynamic role, and as such, your typical day could include 2-3 morning meetings with agency executives, program officers, and builders. In the afternoon, you might be leading an internal strategy or working session with key stakeholders from NatSec account teams, service teams, or Professional Services.
About the team
The team you would join specializes in Emerging Technologies, with a core focus on AI/ML, Quantum, HPC, Edge, Storage, End User Compute, and Space. As such, we pride ourselves on our deep technical and mission knowledge. Members of our team dive deep into their technical specialties, trends in mission adoption of emerging technologies, and the best practices for accelerating emerging tech adoption. As a high performing sales organization, the team serves as a trusted partner to end users, agency leadership, and the policy community. We enjoy working hard, and our team also puts a high value on work-life balance. It isn’t about how many hours you spend at home or at work; it’s about the flow you establish that brings energy to both parts of your life. We believe striking the right balance between your personal and professional life is critical to life-long happiness and fulfillment. We offer flexibility in working hours and encourage you to find your own balance between your work and personal lives.
Diverse Experiences
Amazon 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.
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 in the cloud.
Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
Mentorship and 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.
- Bachelor's degree in Computer Science or relevant national security fields
- Current, active US Government Security Clearance of Top Secret or above
- Formal sales training in Value Selling, Challenger, or similar sales methodology with demonstrable track record of successfully selling technology products and services.
- Certifications in Amazon Web Services including Cloud Practitioner, Machine Learning, Data Engineer, and/or Solutions Architect
- Masters, PHD, or professional certification in Data & Analytics, High Performance Computing, AI/ML, Math, Quantum Information Systems and Technologies, or other related fields.
- Experience developing capture plans, power mapping, competitive business intelligence reports, project schedules, price-to-win models, and pursue/no-pursue recommendations with the Federal Government.
- Demonstrable presentation skills and the ability to write white papers, proposals, or other client facing materials. Prefer experience in public speaking.
- Demonstrable record of being detail-oriented with past examples showing ability to self-motivate and follow-through on projects.
Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.
World Wide Public Sector (WWPS) team is looking for an exceptional business development candidate who is excited about accelerating customers' DataOps journey. The candidate will join our fast growing Emerging Technology Team to support sensitive and critical US Defense and Intelligence cloud technologies and activities.
In this TechBD - GenAI role, you will focus on developing customer use cases, adoption, and the go-to-market strategy across multiple customer agencies and collaborate with each account team. You will work backwards from the customers' GenAI needs to develop integrated solutions that leverage AWS and partner database, analytics and AIML capabilities. As a ML specialist, you will partner with customer executives and builders as they adopt DataOps and MLOps best practices. You will create the highest-quality go-to-market collateral, including customer and internal demos, hands-on labs, workshops, POC accelerators, and AWS Solutions. You will combine your knowledge of the customer's mission and systems with deep understanding of the latest technology trends with data strategies, LLMs/multi-modal FMs, RAG, Vector DBs, agents, and prompt engineering techniques. You need to be able to learn new concepts and tools at the speed of development of technology in GenAI and work at all levels of the AI stack, from model development/fine-tuning and integration of LLMs to broader application workflows, to applying higher-level GenAI-powered services to build business applications.
This position requires that the candidate selected be a US citizen and must currently possess an active Top Secret security clearance. The position further requires that, after start, the selected candidate obtain and maintain an active TS/SCI security clearance with polygraph and satisfy other security related requirements.
This position is based in the DC metro area.
Key job responsibilities
· Prospect into new data and AI/ML customers and buying centers by working closely with AWS account teams and partners.
· Serve as an expert in DataOps and associated AWS services, providing specialized sales and enablement.
· Meet regularly with national security executives and mission owners to understand their mission requirements, existing architectures, and introduce AWS database & analytics services.
· Negotiate and close large, complex database & analytics opportunities.
· Develop the AWS DataOps go to market strategy to achieve high growth over one-, three-, and five-year periods.
· Work closely with Amazon business leaders (such as customer account teams, hardware and software engineering leaders, professional services, and technical program managers).
· Represent the voice of the customer; collaborate with field and central teams to bring customer feedback to product teams. Lead curation of custom feature and availability requests for unique customer use cases.
· Identify opportunities for Marketing and Public Policy engagements.
· Leverage Defense and Professional Associations to establish AWS as a thought and industry leader resulting in increasing customer intimacy, nurture existing partners, develop new partners, and discover opportunities.
A day in the life
This is a highly dynamic role, and as such, your typical day could include 2-3 morning meetings with agency executives, program officers, and builders. In the afternoon, you might be leading an internal strategy or working session with key stakeholders from NatSec account teams, service teams, or Professional Services.
About the team
The team you would join specializes in Emerging Technologies, with a core focus on AI/ML, Quantum, HPC, Edge, Storage, End User Compute, and Space. As such, we pride ourselves on our deep technical and mission knowledge. Members of our team dive deep into their technical specialties, trends in mission adoption of emerging technologies, and the best practices for accelerating emerging tech adoption. As a high performing sales organization, the team serves as a trusted partner to end users, agency leadership, and the policy community. We enjoy working hard, and our team also puts a high value on work-life balance. It isn’t about how many hours you spend at home or at work; it’s about the flow you establish that brings energy to both parts of your life. We believe striking the right balance between your personal and professional life is critical to life-long happiness and fulfillment. We offer flexibility in working hours and encourage you to find your own balance between your work and personal lives.
Diverse Experiences
Amazon 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.
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 in the cloud.
Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
Mentorship and 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.
BASIC QUALIFICATIONS
- 5 or more years building cloud or data & analytics systems in National Security.- Bachelor's degree in Computer Science or relevant national security fields
- Current, active US Government Security Clearance of Top Secret or above
PREFERRED QUALIFICATIONS
- 2 or more years in sales or BD for data, analytics, or cloud services into the Intelligence Community or DOD buying centers.- Formal sales training in Value Selling, Challenger, or similar sales methodology with demonstrable track record of successfully selling technology products and services.
- Certifications in Amazon Web Services including Cloud Practitioner, Machine Learning, Data Engineer, and/or Solutions Architect
- Masters, PHD, or professional certification in Data & Analytics, High Performance Computing, AI/ML, Math, Quantum Information Systems and Technologies, or other related fields.
- Experience developing capture plans, power mapping, competitive business intelligence reports, project schedules, price-to-win models, and pursue/no-pursue recommendations with the Federal Government.
- Demonstrable presentation skills and the ability to write white papers, proposals, or other client facing materials. Prefer experience in public speaking.
- Demonstrable record of being detail-oriented with past examples showing ability to self-motivate and follow-through on projects.
Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.
