Capture Business Development leader, Saudi Arabia, CAPTURE & PROPOSALS

Description
Would you like to influence cloud computing adoption in Saudi Arabia as part of Amazon Web Services (AWS) Worldwide Public Sector? Are you excited to make history! Do you want to be part of the amazing transformation journey of building the cloud roadmap with Government customers, following the USD 5.3 Bn announced by AWS CEO during LEAP in March 2024! Would you like to work as part of a team focused on increasing awareness and adoption of AWS by engaging with our Saudi Arabia public sector strategic customers, regulators, consulting and technology partners from Amazon’s Partner Network (APN), to transform public sector IT strategy through cloud computing? As Saudi Arabia-based Business Development (BD) Capture Manager for AWS, you will have the opportunity to help shape and deliver on a strategy to build mind share and broad use of Amazon’s utility computing web services.
This role is at the heart of strategic initiatives in Saudi. You will collaborate with AWS Sales, Partner, Public Policy, Business Contracts, Proposals, Legal and other teams to identify, develop and pursue strategic opportunities, working with sales and partner leaders to define inputs, develop win themes and shaping strategies for procurement of AWS Cloud. You will be responsible for leading and evolving strategic opportunities in the Saudi public sector. You’ll drive change with customers, partners, and internal teams, and write compelling business cases to win support for delivering creative/non-standard approaches and solutions.
The suitable candidate will ideally have prior experience in business development, strategic pursuits, complex large deals, consulting, or sales experience, and a demonstrated understanding of cloud adoption trends, opportunities and challenges in the public sector in general and in Saudi Market in Particular. The candidate must demonstrate ability to orchestrate multi-disciplinary teams in the pursuit of long-term strategic objectives, including the creation of procurement vehicles and scalable buying mechanisms. The ideal candidate will be able to demonstrate a history of developing trusted partnerships with senior customers and influencer stakeholders to shape long-term pursuits of cloud adoption and procurement. The candidate must show ability to link complex business problems to technology, and must demonstrate experience in building relationships within the technology and business buyers. In order to succeed in this role, you will be comfortable operating in an ambiguous environment, be driven to earn trust, and embrace ownership.
Sales, Marketing and Global Services (SMGS)
AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector.
Basic Qualifications
• Proven hands-on experience in the full life cycle of opportunity management in the Saudi Arabia Public sector, resulting in complex, multi-year and multi-million USD contracts.
• Business development, sales pursuit or consulting in the Government Sector and State-owned entities.
• Extensive background in helping line of business executives to achieve outcomes with the help of Technology.
• Ability to work with regulators in order to shape Cloud Procurement across all stakeholders, including finance, procurement, IT and business departments
• Ability to identify, shape and lead competitive procurement for complex deals.
• Must have demonstrated experience managing programs of work with complex changing requirements and diverse internal and external stakeholder groups.
• Experience in engaging with senior public sector officials, customers, and industry influencers to drive change.
• Possess a deep public sector background that enables you to engage and communicate effectively in a wide range of technical and business discussions with internal AWS colleagues, APN Partners, and end customers.
• Fluent in Arabic and English
Preferred Qualifications
• Saudi National preferred
• Excellent oral and written communication skills in both technical and analytical domains
• Self-motivated with a great sense of urgency and follow-through
• A thorough understanding of Saudi Arabia government procurement and government contract vehicles
• Excellent communicator who can quickly earn the respect of the team, partners, and customers
• Solid ability to develop, communicate, and document strategic programs and initiatives to stakeholders
• Ability to work effectively across internal and external organizations
Key job responsibilities
• Be a trusted member of the Saudi public sector team, who can guide fields teams on how to originate, shape and win large scale complex public sector opportunities.
• Work with industry advisors/consultants, industry bodies and other entities that influence procurement environments, to shape and develop long-term strategies in Saudi Arabia Public Sector.
• Define and own strategy, approaches, and plans to identify and capture new areas of business opportunity.
• Develop and own the establishment of cross-government or cross-sector procurement vehicles that will help AWS sellers and partners to fast track the procurement process.
• Use expertise and high judgment to determine the right goals and work quickly to deliver on them
• Leverage insight and judgment to recommend which opportunities to pursue, and actions to take to support account teams' sales goals
• Work with Saudi Arabia public sector sales teams to develop and maintain a multi-year pipeline of cloud opportunities, develop and oversee implementation of win strategies, proposal approaches and technical solutions, and help with written proposals for RFI/RFQ/RFP (i.e. RFx) and Framework Contracts for customers and AWS Partners
• Work with the field and partner sales teams to close business, using Business Development/Capture acumen with industry leading best practices, to include improved RFx responses, and pre-tender customer education and shaping
• Drive pursue/no-pursue and bid/no bid decisions, provide review of direct proposal response volumes, identify new growth areas in Central Government, Education, Healthcare and State-owned entities, and manage priorities against competing demands.
• Contribute to recurring monthly and quarterly business reviews and other reporting requirements
• Stay aware of the overall WWPS and AGS business goals
About the team
Our Middle East, North Africa and Turkiye (MENAT) BD/Capture team includes technical business development, capture and acquisition professionals who operate across virtually every segment of the MENAT public sector, including Saudi Arabia. With increased focus and expected triple digit growth from Saudi Arabia public Sector, and given the immense Cloud transformation ahead of us in public sector in Saudi, and in alignment with the realization of Saudi vision 2030, AWS decided to further expand the team and provide additional resources to focus on the Saudi Arabia Public Sector. The Saudi Arabia Capture-BD manager will get support from the MENAT Capture-BD team to deliver on the expectations and high volume of engagements expected in Saudi Arabia public Sector. The Capture BD MENAT team is responsible to build internal and external relationships and integrates resources from AWS Sales and numerous other parts of the business to help AWS and our partners win cloud-enabled business. We are a driven, creative, and very dynamic team that thrives on collaboration across organizational lines.
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
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 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.
Hybrid Work
We value innovation and recognize this sometimes requires uninterrupted time to focus on a build. We also value in-person collaboration and time spent face-to-face. Our team affords employees options to work in the office every day or in a flexible, hybrid work model near one of our Saudi Amazon offices.
- 5+ years of developing, negotiating and executing business agreements experience
- Bachelor's degree
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience managing programs across cross functional teams, building processes and coordinating release schedules
- MBA