Global Services (GS) plays a central role in our customers’ transformative cloud journeys, deeply integrating people expertise and technology capabilities at scale to shape customers’ end-to-end experiences with AWS. Across our key customer adoption success services - Training & Certification, Professional Services, Support Operations, Managed Services and Security - our builders make an impact every day across millions of individuals and thousands of customers ranging from Start-ups to Enterprises. Together with AWS Partners, our work enables and accelerates customers, unlocks value, drives AWS adoption, and helps transform businesses and public sector organizations across the globe, and we are propelled by our pursuit to be a differentiator when customers are evaluating cloud providers. The impact Global Services has on customers is as diverse as it is significant, helping them upskill their workforce, and with landing, operating, modernizing, and transforming their workloads on AWS, with value-add partners and security embedded throughout.
Global Services is seeking a global RFx and Proposals lead as part of the GS strategic deals team. This is a unique opportunity to drive Go-To-Market (GTM) with customers across all phases of their cloud journeys, unlocking opportunities for high-growth and scale both for AWS and customers.
The Principal of GS Request for Proposal Lead (RFx/Proposals Lead) is a global member of the Global Services Deals Engine (GSDE) organization responsible for building customer RFx response strategies, processes, and enablement across GS. This individual will equip the organization to efficiently scale RFx response capability and commercial strategies across GS for both commercial and public sector customers. The RFx/Proposals Lead is a key role in driving and executing the GS GTM strategy to effectively respond to and win RFx. They will be developing this capability from grounds up, working to solve highly complex, technical, and ambiguous customer and business problem statements to drive inorganic business growth.
As the RFx/Proposals Lead, you will work with leaders across Sales and GS to build GS RFx response hub and curate standardized and compelling customer response content, mental models, deal investment strategies, structures, and financial models to enable GS GTM through RFx. You will collaborate across Global Services teams including broader business development organizations, Sales, Product, Offerings, Finance, Legal, and Operations to negotiate, make trade-offs, and carve paths to win business through RFx. This individual has a high aptitude for navigating ambiguity, a strong backbone to influence and negotiate with both internal and external stakeholders and customers, and the tenacity to carve pathways for the team, delivering short, mid, and long-term results. Role will liaise with the RFx response teams within the commercial and public sector businesses, ensuring GS services/offerings are included in the RFx responses led by these teams.
The right candidate will have demonstrated experience leading RFx/proposal response teams and setting up necessary “infrastructure” and mechanisms at a technology products and services organization, and a superior track record of customer/deal wins. Experience with AWS services and how various capabilities in Global Services help drive adoption of AWS will also be very helpful for a fast-start. The role will need a strong analytical acumen, synthesis, structuring, and problem-solving skills to translate ambiguous and incomplete information into actionable plans and deliver results. Demonstrated experience in cross-functional stakeholder management and alignment, strong communications and influencing skills, a customer-obsessed, collaborative approach, and strong data/metrics bias is needed to be successful in this role.
Key job responsibilities
- Work cross-functionally to develop central GS RFx mechanisms and pipeline
- Develop foundational RFx response content strategies to execute RFx/proposal responses, including GenAI tools
- Develop foundational RFx response structuring and investment strategies to execute central RFx/proposal responses
- Provide technical expertise to navigate RFx/proposal response by pulling in the right GS solutions and teams to deliver to meet customer needs
- Experiment with deal strategies, measure results, and drive reinvestment and disinvestment where appropriate to empower optimal scalability for GS RFx/proposal response
- Influence stakeholders to remove barriers to success of GS RFx processes (including communication with delivery and operations teams both in advance of RFx response as well as after RFx win to ensure that deal terms are operationalized per intent of the agreement)
- Lead key initiatives for training and enablement of GSDE, GS BU BD/Sales, RFx/proposal teams in the commercial and public sector businesses to enable RFx/proposal response scaling (including build out and maintenance of RFx response library)
- Influence and contribute to Director, VP, and SVP level goal achievement across all GS GTM teams
Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit
Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $158,400/year in our lowest geographic market up to $262,000/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit This position will remain posted until filled. Applicants should apply via our internal or external career site.
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