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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

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