Description Would you like to influence cloud computing adoption in the Public sector? Would you like to be part of a team focused on increasing awareness and adoption of Amazon Web Services by engaging with public sector organizations who are reinventing their IT strategy by adopting cloud computing? Do you have the business savvy, industry experience and the technical background necessary to help further establish Amazon as a leading cloud platform provider? The Greenfield Capture Manager role is focused on conducting in-depth customer research and data gathering to support the account teams in their pursuit of new business opportunities. This role is crucial in supporting growth in our SLG/HED Greenfield customers. Greenfield customers present high potential for AWS adoption but low current AWS spend. Through comprehensive research and analysis, the Greenfield Capture Manager will provide valuable insights to the sales team, enabling them to engage more effectively with these untapped customers. Key job responsibilities • Conduct deep research and analysis on potential Greenfield customers, including their goals, desired outcomes, challenges, budgets, strategic plans, board/council meetings, and other relevant publications. • Utilize business intelligence tools and Generative AI applications within AWS to gather and process actionable insights from customer documents and historical purchasing trends. • Develop detailed "prospecting plans" – holistic customer intelligence documents that outline areas of opportunity for AWS engagement, informed by research findings. • Collaborate with Account Managers and Regional Sales Managers to identify and prioritize potential opportunities within Greenfield accounts. • Facilitate sales strategy sessions, assigning ownership to customer engagement opportunities and creating new pipeline. • Leverage Amazon's leadership principles, particularly "Learn and Be Curious" and "Dive Deep," to uncover insightful information that identifies customer needs and areas where AWS can provide value. • Demonstrate excellent writing skills and the ability to earn trust with sales teams and leadership. About the team We have a broad mix of experience levels and tenures, and we’re building an environment that celebrates knowledge sharing and mentorship. We care about your career growth and strive to assign projects based on what will help each team member develop into a better-rounded engineer and enable them to take on more complex tasks in the future. Diverse Experiences AWS values diverse experiences. Even if you do not meet all of the 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 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 & 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 flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud. Basic Qualifications - Experience managing programs across cross functional teams, building processes and coordinating release schedules - Experience influencing internal and external stakeholders - 4+ years of responding to requests for proposals (e.g., determining requirements, matching requirements to technical approach and solutions, developing solutions against requirements) experience Preferred Qualifications - Experience interpreting data and making business recommendations - Experience identifying, negotiating, and executing complex legal agreements - Bachelor's degree - Supreme organizational abilities. - Proven experience managing multiple engagements with short timelines and multiple milestones. - Excellent communication and writing skills. - Sales, business development, or operational experience with sales support. - Project Management Professional (PMP), Six Sigma, or Procurement-related certifications. - Ability to work with and support Global Sales teams. - Experience using Govwin, Govspend, and/or Generative AI tools. 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. Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $133,200/year in our lowest geographic market up to $220,200/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.