Amazon Principal Channel Partner Lead Kuiper Government Solutions 

United States, Virginia 

815703370

Key job responsibilities
• Deliver business targets focused on growth within key strategic channel partnerships serving US government customer sets
• Implement the strategic business development plan for Kuiper Government Solutions with our channel partners and government customers, while working with key internal stakeholders (e.g., KGS’ product and engineering teams, legal, operations support)
• Develop and sustain persistent and trusted relationships with key strategic partners and key government customers at all levels
• Distill diverse inputs from customers and stakeholders, lead complex strategic initiatives, and deliver results independently and with teams
• Serve as the voice of our customer. Your inputs will drive product teams to invent and evolve the products to address customer issues, concerns, and requests from the field. To be successful, you will need to gather and analyze customer insights from business drivers, market trends, customer feedback, and operating metrics.Develop and execute pipeline development, discrimination and implementation:
• Develop strategic partnership opportunities to achieve KGS growth
• Create a robust and healthy pipeline of opportunities focused on this key customer set and then deliver planned business outcomes
• Close government and strategic partnership deals in coordination with Amazon and Kuiper legal, marketing, Export Control, and Public Policy teams
• Manage complex contract negotiations and complex business requirements and activities which deliver results
• Develop tailored Service Level Agreements (SLA) which reflect government customer requirements and Kuiper network capabilities
• Think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally to build consensus.
• Deliver excellent written and verbal communications including a passion for writing detailed strategic and go-to-market documents
• Communicate significantly complex decisions, trade-offs, results, and financial modeling succinctly, both verbally and in writing, to customers and stakeholders
• Consistently exceed key performance metrics and Deliver Results
• Mentor and develop others with the KGS teamThis position is in Arlington, VA. Some travel, primarily domestic, will be required.Security Clearance: This position requires that the candidate selected be a US Citizen and must currently possess and maintain an active TS/SCI security clearance.

- Bachelor's degree in engineering or related field
- 10+ years developing and executing satellite communications (SATCOM) sales strategies for government customers
- Extensive experience carrying quotas and consistently exceeded them by doing the right things for customers
- 10+ years experience working with emerging solutions and providers including experience with SATCOM and/or cloud computing technology for government customers
- 8+ years experience developing and executing sales strategies for new product lines
- 8+ years experience working with new product/service development teams