Capture Management Lead, Kuiper Government Solutions

DESCRIPTION

Project Kuiper is an initiative to launch a constellation of Low Earth Orbit satellites that will provide low-latency, high-speed broadband connectivity to unserved and underserved communities around the world. The mission of Project Kuiper's Government Solutions (KGS) is to leverage Kuiper and provide high speed, low latency, and secure satellite broadband services to United States and allied government customers.

We have an immediate opening for a Business Development Operations Lead to support the Kuiper Government Solutions (KGS) team focusing on U.S. Government customers such as NASA, DoD, and National Security. As a Business Development Operations Lead, you will perform a pivotal role in defining and implementing customer-oriented services for Kuiper satellite communication services serving government customers. You will work with the KGS Business development teams to close business at a rapid rate and scale to include improved RFI responses, pre-RFP customer education and shaping, and even unsolicited proposal initiatives. The ideal candidate will possess appropriate experience and the necessary clearances to work with the defense and intelligence communities. They will possess a deep industry background that enables them to engage and communicate effectively in a wide range of technical and business discussions with internal Kuiper colleagues, aerospace/satellite partner organizations, and end customers. The individual must have the ability to communicate effectively across multiple technical and non-technical business units, as well as across multiple geographies. Successful members of this team collaborate effectively to solve data and operational problems, implement new reporting solutions, and deliver successfully against high operational standards

The best candidates will have foundational knowledge of capture process related to Low Earth Orbit Satellite programs, Military SATCOM needs, U.S. Government satellite communication, National Security Space (NSS) systems, and DoD/Intelligence Community space programs involving GEO, MEO, and proliferated LEO (P-LEO) satellite and ground systems. They will be able to lead development of a strategic KGS Capture strategy and ensure required investments are reflected in the business plan and meet long-term KGS goals and objectives. They must have expertise and experience with Customer Relationship Management (CRM) using tools like cloud-based Salesforce or similar relevant tools.

Key job responsibilities

As a Business Development Operations Lead for Project Kuiper focusing on government customers, you will have the exciting opportunity to help shape and deliver on a strategy to build broad use of Amazon's Kuiper broadband communication systems for government users. Your responsibilities will include working with the internal Kuiper Public Sector team to develop and maintain a multi-year pipeline of Kuiper-related opportunities, develop and oversee implementation of bid strategies, proposal approaches and technical solutions, and manage written proposals for RFI/RFQ/RFP/BAA and IDIQ Contracts for customers and partners. In addition, you will be responsible for delivering actionable, objective insights to BD team leadership leaders to inform the strategic KGS capture approach. You must possess expertise and experience with Customer Relationship Management (CRM) using tools like cloud-based Salesforce or similar relevant tools.

In this role you will:

• Develop and utilize an integrated, data-driven customer relationship management (CRM) software solution, like Salesforce, to help manage, track, and store information related to KGS' current and potential customers.

• Maintain and monitor the KGS opportunity pipeline; generate needed reports to support strategic planning and go-to-market campaigning

• Provide KGS leadership with CRM data to monitor opportunity pipeline health

• Identify bid opportunities through direct interactions with existing and prospective DoD and national security customers, as well as, through a wide range of industry forums and procurement resources

• Develop a plan for understanding the customer's requirements, issues, and needs during the pursuit and capture phases and lead planning sessions with core team

• Develop and execute a plan for shaping customer opportunities

• Own the pursuit of KGS opportunities, linking Business Development activities into the Proposal activities

• Serve as a key member of the Kuiper Government Solutions team identifying and responding to pursuit opportunities, leveraging knowledge of U.S. government acquisition guidelines and experience with government RFP/BAA compliance requirements

• Gather, assess, and validate customer requirements leveraging knowledge of government contracting, to create a targeted, differentiated win strategy

• Ensure timely development of final win themes, win strategies, value propositions, and differentiators

• Manage opportunity validation and maturation to assist KGS in determining Pursue/ No pursue and Bid / No Bid decisions

• Lead internal opportunity problem-solving, gate review discussions and RFI response

• Partner with KGS program, sales, and Product teams to identify process improvement opportunities and implement solutions

• Develop, manage, and execute the proposal response plan while working with key internal KGS stakeholders (e.g. sales teams, service teams, legal, contracts, and proposal support) to understand and navigate government procurement processes and procedures.

• Be a thought leader with respect to customer program pursuit, proposal responses, win themes, ROI analyses, technical discriminators, innovative business solutions and strategies, and price-to-win

• Create consensus on overall opportunity capture strategy

• Analyze capture performance, measure capture productivity, create dashboards, and report insights

• Maintain and develop capture related tools or reports that align, and simplify, monthly business reviews, annual planning, and forecasting processes

This position is in Arlington, VA. Some travel, both domestic and international, will be required.

Security Clearance: Candidates must have recent or active US Government security clearance of TS/SCI ( Polygraph preferred ) and be able to maintain a TS/SCI security clearance, so you must be a U.S. citizen for consideration.

We are open to hiring candidates to work out of one of the following locations:

Arlington, VA, USA

BASIC QUALIFICATIONS

• A degree in engineering or business management (supplemented by substantive acquisition experience and training or industry certification)
• 10 years of full lifecycle space related BD/Capture and acquisition leadership experience in DoD Space programs, SATCOM, or U.S. National Security Space programs.
• 7+ years of Capture Manager experience - managing all aspects of capture management, leveraging expertise using Salesforce and/or relevant contract management tools.

PREFERRED QUALIFICATIONS

• Experience managing technical sales, leveraging analytical skills, and demonstrated improvement to customer experience.

• Experience with Confluence and JIRA

• Experienced in government SATCOM needs

• A demonstrable ability to win space system related program awards valued at $200M+

• Graduate degree in engineering, computer science, or business administration

• Account or large program management/contracting experience for DoD/IC customers

• Enterprise sales/BD experience, including successful large program pursuit and captures

• A comprehensive understanding of government Federal Acquisition Regulations (FAR) space

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.