As a Senior Enterprise Service Manager (ESM) for AWS focusing on the U.S. National Security (NatSec) market segments, you will have the exciting opportunity to assist the NatSec Sales Team in building, shaping, and executing on their Professional Services (ProServe) capture and proposal strategy. Your responsibilities will include aligning ProServe offerings to critical business and IT outcomes, overseeing and assessing capture and proposal activities specific to AWS ProServe, working with partner managers to drive a holistic partner strategy and providing insight to accelerate rate of execution/adoption of cloud technology. The Senior ESM will develop and maintain a long-term pipeline of cloud-related opportunities and packaged offers across national security accounts and agencies. You will dive deep into customer priorities, needs, and challenges and identify opportunities for AWS ProServe to support their missions and objectives. You will develop and implement go-to-market plans for those opportunities and drive them through the sales cycle. You will identify technologies, services, solutions, and partners that help our customers achieve their missions. You will support the account, capture, and proposal teams as they develop and implement capture strategies, partner strategies, proposal approaches, and technical solutions. You will work closely with and support the AWS NatSec sales teams as they build their long-term pipeline. You will drive pipeline opportunities through the funnel and coordinate with AWS ProServe and Service teams to position them for success.

You will create capture and proposal content, coordinate and deliver narratives, case studies, use cases, pilots, proofs of concept, and demonstrations that help customers see the value of AWS technologies as delivered by ProServe. In addition, you will provide government customers with total cost of ownership (TCO), return on investment (ROI), business case analysis, and pricing volumes. You will work with AWS technical teams including service teams, solution architects, and specialized sales to provide detailed technical information and differentiators that can be delivered by ProServe. You will create review schedules and internal documents to present opportunities and investment proposals to leadership teams and other stakeholders.

The ideal candidate will possess deep knowledge of the NatSec market space, customers and their missions, priorities, and procurement systems. They will have a combination of experience in strategic planning, business development, sales, and program management. They will have a proven and successful track record of building and managing a large pipeline of opportunities within the NatSec market. They will have a deep industry background that enables them to engage and communicate effectively on a wide range of technical and business discussions with customers, partners, and internal AWS teams. They will have technical understanding and knowledge to support ProServe, Capture, and Sales teams as they work through developing competitive technical solutions. They will have hands-on experience in developing, proposing, and winning large deals and programs. They will have to demonstrate their experience in building successful go to market plans, technical solutioning, partner and teaming strategies, selling through various business models and contract vehicles, and the ability to convey differentiators and value propositions. Understanding of the government contracting environment, policies, regulations, and procedures is important in this role.

The Computer Vision (CV) ESM is responsible for driving sales and adoption of CV capabilities, with a particular focus on supporting data science and AI/ML use cases. This role requires working across multiple companies & organizations in federated technical architectures., as well as a strong understanding of the data science and AI/ML domains, the ability to articulate the value proposition to technical and non-technical stakeholders, and a proven track record of successful sales in the software development tools and services industry.

This position requires that the candidate selected must currently possess and maintain an active TS/SCI security clearance with polygraph. The position further requires the candidate to opt into a commensurate clearance for each government agency for which they perform AWS work.


Key job responsibilities
Key Responsibilities:

- Identify and qualify new sales opportunities within the data science and AI/ML markets through market research, industry networking, and proactive outreach to prospective customers
- Engage with data science teams, machine learning engineers, and IT decision-makers to understand their challenges and pain points, and propose tailored computer vision & GenAI based solutions for data pipelines, model training, and deployment
- Prepare and deliver compelling sales presentations that showcase the features, benefits, and technical capabilities of the Maven platform in the context of data science and AI/ML use cases
- Assist customers with the evaluation, implementation, and ongoing support of computer vision & GenAI based solutions for their data science and AI/ML workflows
- Maintain a robust sales pipeline and accurate forecasting of future revenue
- Stay up-to-date with the latest trends, best practices, and competitive landscape in the software build automation, dependency management, data science, and AI/ML spaces