Principal Tech Business Development, AWS National Security (NatSec)

Are you passionate about driving strategic outcomes with high-impact customers in the national security space? Amazon is seeking a Principal Technical Business Development Manager to lead complex, strategic AI/ML initiatives for a critical National Security customer. In this high-visibility, customer-facing role, you will serve as a trusted advisor interfacing directly with C-level executives, representing Amazon's account team and shaping the future of how advanced technologies support national security missions.

This position requires exceptional communication skills, advanced problem-solving capabilities, and the ability to navigate complex situations at macro scale. You will play a pivotal role in executing strategic AI/ML programs while building and maintaining executive-level relationships that drive meaningful outcomes for both Amazon and our customer.

This position requires that the candidate selected be a US Citizen and must currently possess and maintain an active TS/SCI security clearance.

Key job responsibilities
- Serve as the primary strategic interface with C-level executives and senior leadership from the customer organization, representing Amazon's account team and driving executive alignment on strategic initiatives
- Lead the execution and delivery of complex AI/ML program initiatives, ensuring successful outcomes through proactive problem-solving and cross-functional coordination
- Navigate and resolve difficult situations and complex projects at macro scale, demonstrating sound judgment and the ability to influence without authority across multiple stakeholder groups
- Build and maintain trusted relationships with customer executives and internal Amazon teams, acting as a culture ambassador and ensuring alignment on strategic priorities and deliverables
- Drive operational excellence and customer satisfaction by anticipating needs, making data-driven decisions, and implementing solutions that deliver measurable value in a fast-paced, high-stakes environment

A day in the life
You will work closely with the Westfields account team, engaging daily in strategic program execution for AI/ML initiatives. Your day includes preparing for and leading executive-level customer meetings, collaborating with technical teams to remove blockers, and ensuring program milestones are met. You will analyze complex challenges, synthesize insights from multiple sources, and develop solutions that address both immediate needs and long-term strategic objectives. Regular interactions with internal stakeholders and customer C-level leaders keep you at the center of critical decision-making that shapes national security capabilities.

About the team
You will join a specialized team supporting National Security customers, where mission impact and innovation intersect. The team operates in a dynamic environment requiring both technical acumen and deep customer empathy. Experience with Westfields is required, and familiarity with ODNI is highly valued. Our team is committed to building inclusive partnerships and delivering excellence in service of national security missions, working on initiatives that truly matter.

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 their 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
- 7+ years of developing, negotiating and executing business agreements experience
- 7+ years of business development, partnership management, or sourcing new business experience
- 7+ years of professional or military experience
- Experience writing technical articles, speaking at technology conferences, and contributing to open source
- Experience developing and executing on GTM strategies that are large in scope
- Current, active US Government Security Clearance of Top Secret or above

Preferred Qualifications

- Experience developing, deploying and managing AI products at scale
- Experience interfacing with customers (Enterprise, SMB, and Startups) and ability to convert customer requirements to high level architecture solutions to build on

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 https://amazon.jobs/content/en/how-we-hire/accommodations 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 https://amazon.jobs/en/benefits.

USA, VA, Herndon - 176,100.00 - 238,200.00 USD annually