Business Development Manager

Job Overview Would you like to shape the future of cloud computing adoption across America's transportation infrastructure? Would you like to be part of a team focused on increasing awareness and adoption of Amazon Web Services (AWS) by engaging with state and local government transportation agencies who are reinventing their IT strategies by adopting cloud computing, artificial intelligence, and data analytics? Amazon Web Services is seeking an experienced Business Development Leader to drive growth and adoption of AWS services within the US State & Local Government (SLG) Transportation vertical, specifically focused on Departments of Transportation (DOTs), Tolling Authorities, Transit Agencies, and Airports. This is an exciting opportunity to define and execute a go-to-market strategy for one of the most dynamic and transformational segments in the public sector. In this role, you will be responsible for identifying, developing, and closing new business opportunities across transportation agencies nationwide. You will work at the intersection of technology and public infrastructure — helping agencies modernize legacy systems, improve traveler experiences, enhance safety, and build smarter, more connected transportation networks. You will leverage your deep understanding of the transportation sector, its unique procurement processes, and the challenges agencies face to position AWS as the cloud platform of choice for the next generation of transportation solutions. You should possess a strong background in business development, capture management, or strategic sales supporting innovative technical solutions in the public sector transportation space. The ideal candidate demonstrates the ability to think strategically about the full variety of cloud-enabled solutions — from intelligent transportation systems (ITS) and connected vehicles to electronic tolling, transit operations, airport modernization, and data-driven decision making — and to build and execute plans that match available solutions to customer needs. Key Job Responsibilities Develop and execute a comprehensive business development strategy for the US SLG Transportation vertical (DOTs, Tolling, Transit, and Airports), driving revenue growth and market share. Build and maintain a robust pipeline of qualified opportunities across all four transportation sub-segments with pursuit/win plans for each. Establish trusted relationships with key decision-makers at transportation agencies, including CIOs, CTOs, agency directors, and program managers. Identify emerging customer needs and market trends by researching state transportation budgets, federal funding programs (IIJA/BIL), and procurement pipelines. Develop go-to-market strategies for each sub-vertical, including solution positioning, partner engagement, and procurement approaches. Collaborate cross-functionally with Solution Architects, Professional Services, Partners, Marketing, and leadership to deliver compelling value propositions. Serve as the voice of the customer, influencing product roadmaps based on transportation sector requirements. Leverage strategic partnerships with transportation-focused ISVs, systems integrators, and consulting partners to accelerate adoption. Deliver business reviews to senior leadership on strategies aligned with revenue growth expectations. Represent AWS at industry events (AASHTO, ITS America, ACI-NA, APTA) to build brand awareness and thought leadership. Navigate government contracting vehicles including state cooperative purchasing agreements and agency-specific procurement processes. A Day in the Life You will differentiate AWS through deep business and technical relationships and your ability to understand transportation agencies' strategic goals and operational environments. You will engage daily with customers — from state DOT CIOs planning cloud migrations to airport IT leaders evaluating AI-powered solutions to tolling authorities seeking real‑time data processing at scale. You'll collaborate with our ecosystem of partners (consulting partners, ISVs, and transportation technology companies) to ensure both the near-term success of cloud adoption projects and the long-term digital transformation of America's transportation infrastructure. About the Team The AWS State and Local Government team is part of the Worldwide Public Sector (WWPS) Division of AWS. We are experienced professionals with a passion for serving the mission of government while having fun and making history. We obsess about our customers' success and view their long-term goals to modernize transportation infrastructure, improve safety, and enhance the traveler experience as the purpose of our organization. Basic Qualifications 5+ years of developing, negotiating and executing business agreements experience 5+ years of Go‑To‑Market, Business Development, Sales, or Consulting 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 Experience selling enterprise software or cloud-based applications Experience presenting to both technical and non-technical executive audiences Experience leading complex, multi-year initiatives that may be cross‑functional and/or span business and technology 7+ years of business development, capture management, strategic sales, or related experience in the transportation industry Preferred Qualifications Master's degree in business, data science, public administration, finance, engineering, human resources, or related field, or PMP certificate Experience interpreting data and making business recommendations Experience identifying, negotiating, and executing complex legal agreements Experience designing, implementing, and scaling workforce development programs across large-scale operations, including forecasting workforce needs and leveraging analytics to drive program decisions Experience interpreting data and making business recommendations across leadership and cross-functional teams Experience using analytical tools for workforce metrics and reporting Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status. 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