Federal Civilian BD Lead, Federal Civilian BD

AWS is seeking a Principal Business Development Lead to own the go-to-market strategy and sales execution for AI-powered mission solutions across the Department of Health and Human Services (HHS) portfolio. In this role, you will drive strategic deals and shape GTM motions that deliver Generative AI, Agentic AI, Fraud Waste & Abuse detection, Supply Chain Modernization, Amazon Connect, and Migration & Modernization solutions from concept to contract for HHS agencies and programs.

You'll operate at the intersection of Account teams, GenAI specialists, ProServe, and Partners — working directly with HHS mission owners, CIOs, and senior executives to connect agency health priorities to specific AWS capabilities with a clear path to award. This is a builder role: the GTM motions are still being defined, and you'll have a direct hand in shaping them.

The ideal candidate brings deep familiarity with HHS mission areas, federal health procurement, and the ability to coordinate cross-functional pursuit teams to move complex deals through the pipeline. You don't need to be a deep technologist across every solution — but you need credibility to engage at the executive level and pull in the right specialists at the right time.

This position requires that the candidate selected be a US Citizen.

Key job responsibilities
Own the HHS AI mission solutions GTM strategy — define positioning, sales plays, and pipeline execution for GenAI, Agentic AI, FWA, Supply Chain, Connect, and Migration & Modernization across HHS agencies.

Proactively generate opportunities through targeted research — GAO reports, agency AI plans, expiring vehicles, and operational gaps. Bring actionable win plans directly to account teams.

Build and manage qualified pipeline tied to revenue targets. Develop account-level strategies connecting HHS mission priorities (payment integrity, beneficiary services, health data interoperability) to AWS solutions with a clear path to award.

Lead cross-functional pursuit teams — account reps, SAs, ProServe, GenAI Innovation Center, partners — as single-threaded owner for strategic HHS deals.

Formalize co-sell and co-delivery GTM with SI partners and ISVs. Develop joint positioning and proposal approaches that accelerate time-to-award.

Partner with ProServe and GenAI Innovation Center to shape new Agentic AI offerings, validate with early adopters, and scale repeatable patterns across HHS.

Engage HHS executives as a trusted advisor — lead with mission outcomes, not product pitches. Maintain mastery of HHS procurement vehicles, budget cycles, and competitive positioning.

About the team
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
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

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.

Basic Qualifications

- 7+ years of business development, partnership management, or sourcing new business experience
- Experience developing and executing on GTM strategies that are large in scope

Preferred Qualifications

- Experience developing, deploying and managing AI products at scale
- Experience interfacing with customers (Enterprise, SMB, and Startups) and ability to convert customer requirements to high level architecture solutions to build on

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, VA, Arlington - 171,000.00 - 231,300.00 USD annually