Capture Manager

Capture Manager, Amazon LEO for Government (ALG) Amazon Leo 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 Amazon Leo for Government (ALG) is to leverage Amazon Leo 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 Capture Manager to support the ALG team focusing on U.S. Government customers in the Defense, National Security, and Federal Civilian areas. As a Capture Manager, you will perform a pivotal role in defining and implementing customer‑oriented services for Amazon Leo satellite communication services serving government customers. You will work with the ALG 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. You will engage and communicate effectively with internal ALG colleagues, aerospace/satellite partner organizations, and end customers across multiple technical and non‑technical business units and geographies, and collaborate to solve data and operational problems, implement new reporting solutions, and deliver against high operational standards. Key Responsibilities Develop and utilize an integrated, data‑driven customer relationship management (CRM) software solution, like Salesforce, to help manage, track, and store information related to ALG current and potential customers. Maintain and monitor the ALG opportunity pipeline; generate needed reports to support strategic planning and go‑to‑market campaigning. Provide ALG 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 ALG opportunities, linking Business Development activities into the Proposal activities. Serve as a key member of the Amazon Leo for Government 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 ALG in determining Pursue/No pursue and Bid/No Bid decisions. Lead internal opportunity problem‑solving, gate review discussions and RFI response. Partner with ALG 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 ALG 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: This position requires that the selected candidate be a U.S. Citizen and must be able to obtain and maintain a U.S. Government security clearance of TS/SCI. Basic Qualifications Bachelor's degree in business economics, engineering, analytics, mathematics, statistics, information technology or equivalent. 6+ years of responding to requests for proposals (e.g., determining requirements, matching requirements to technical approach and solutions, developing solutions against requirements). 6+ years of developing, negotiating and executing business agreements. 10 years of full lifecycle 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 identifying, negotiating, and executing complex legal agreements. Knowledge of government contracting laws, rules and regulations including, but not limited to, commercial items contracting requirements, Federal Acquisition Regulations (FAR), and Defense Federal Acquisition Regulation (DFAR). Experience managing technical sales, leveraging analytical skills, and demonstrated improvement to customer experience. Enterprise sales/BD experience, including successful large program pursuit and captures. Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status. 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 optional 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, Arlington - 147,900.00 - 200,100.00 USD annually #J-18808-Ljbffr