Manager

We have an immediate opening for a Business Contracts Manager to support the AWS World Wide Public Sector team, focusing on US Dept. of Defense customers. This position will be based in Arlington, VA. As a Business Contracts Manager, you will provide hands‑on, full contract life cycle expertise while driving strategic business development and pipeline enablement across your assigned portfolio. Responsibilities will include maintaining contractual opportunities, formulating contract policies, procedures, methods, operating practices, and performance standards for a variety of federal programs. You will identify and solution contractual pathways that map complex government requirements to AWS cloud services, educate customers on how to procure through contract vehicles, and help scale proven approaches across customer organizations to generate new revenue opportunities. This position demands a mix of strategic and transactional capabilities, with a firm understanding of risk management as it applies to contract management. You will own and maintain executive‑level relationships with government buying authorities—including Contracting Officers, CIOs, COTRs, and budget holders—serving as the primary negotiator on assigned portfolios and sustaining cross‑organizational partnerships foundational to program success. You will participate in and oversee team review of all customer contractual and purchase documents, coordinate legal activities for contract/agreement negotiation, and support competitive bid processes in reviewing RFPs and ensuring contract compliance. You will maintain contract records/files and manage, track, and ensure compliance with all contractual obligations. This person will have a strong desire and ability to develop and implement tools and automation in contracting operations in order to increase efficiency and sales productivity. You will support the sales team in helping to educate government contracting officers on AWS cloud services and advise them on the AWS cloud contracting model, issues, and approaches to cloud computing with respect to commercial terms and conditions as well as acquisition policy and regulations. Additionally, you will act as the voice of the customer to product and engineering teams, contributing to Go‑to‑Market strategy elements and driving feature prioritization that enables cloud adoption. You will have the opportunity to work with high‑achieving professionals in contract management, sales, finance, legal, bid & capture, operations, and other functions to compliantly enable our U.S. Federal customers to utilize AWS cloud service offerings. This position requires attention to detail, great follow‑through, ability to identify and drive global process improvements, coordinate between sales, operations, and legal teams, and be a great communicator to both external and internal customers. This position requires that the candidate selected be a US Citizen and must currently possess an active Secret security clearance. Key job responsibilities Contract Lifecycle Management & Risk Mitigation: Manage full contract lifecycle including document review, negotiation, compliance, and records management. Identify and resolve contract risks, develop policies and standards, coordinate legal assessments, and support competitive proposal processes. Strategic Business Development & Pipeline Enablement: Shape opportunities throughout the full acquisition lifecycle—educating customers on how to buy AWS, solutioning contractual pathways for complex government requirements, and scaling proven approaches to generate new revenue. Contract Vehicle Ownership: Serve as the face of assigned contract vehicles. Build repeatable onboarding solutions, create innovative contract structures that drive revenue growth, and educate agencies on procurement pathways. Customer Relationship Ownership & Stakeholder Engagement: Own relationships with government buying authorities (Contracting Officers, CIOs, COTRs, budget holders) and serve as primary negotiator on assigned portfolios. Provide expert guidance to sales, capture, and proposal teams on cloud contracting models, federal acquisition regulations, and commercial terms. Technical Solution Design & Compliance: Develop expertise across AWS cloud services, government compliance frameworks, and pricing/billing systems. Architect bespoke contract solutions, design government‑specific pricing programs, and translate technical capabilities into compliant offerings. Process Improvement & Go‑to‑Market Execution: Develop and implement tools and automation to increase contracting efficiency. Act as the voice of the customer to product and engineering teams, contributing to GTM strategy including whitepapers, industry webinars, and contract vehicle resources. 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 our 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 Bachelor's degree or equivalent 5+ years of contracts management experience Knowledge of U.S. federal, state, and local government contracting laws, rules, and regulations Current, active US Government Security Clearance of Secret or above Preferred Qualifications Experience supporting large contract vehicles (IDIQs, BPAs, GWACs) 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 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 USA, VA, Herndon - 92,400.00 - 160,000.00 USD annually Company - Amazon Web Services, Inc. Job ID: A10469741 #J-18808-Ljbffr