Business Development Manager, Transportation , SLG Verticals

Based onsite in Arlington, VA, this role leads business development and go-to-market strategy for the US State & Local Government Transportation vertical at Amazon Web Services, Inc. (AWS). The focus spans departments of transportation, tolling authorities, transit agencies, and airports, with the aim of expanding cloud adoption and revenue nationwide. The position offers a salary range of USD 147,900 to 200,100 per year and requires a bachelor’s degree with at least five years of relevant experience.

Responsibilities

• Create and implement an integrated business development strategy for the US State & Local Government Transportation vertical, spanning DOTs, tolling authorities, transit providers, and airports, to drive revenue growth and expand market share.
• Cultivate and maintain a robust pipeline of qualified opportunities across all four transportation sub-segments with tailored pursuit and win plans for each area.
• Foster and manage trusted relationships with senior decision-makers within transportation agencies, including CIOs, CTOs, agency directors, and program managers.
• Assess evolving customer needs and market trends by analyzing state transportation budgets, federal funding programs such as IIJA/BIL, and current procurement pipelines.
• Design go-to-market plans for each transportation sub-vertical, covering solution positioning, partner engagement, and procurement approaches.
• Collaborate across functions with Solution Architects, Professional Services, Partners, Marketing, and leadership to craft compelling value propositions.
• Represent the voice of the customer to influence product roadmaps aligned with transportation sector requirements.
• Leverage strategic partnerships with transportation-focused ISVs, systems integrators, and consulting partners to accelerate cloud adoption.
• Provide business reviews to senior leadership detailing strategies aligned with expected revenue growth.
• Represent AWS at industry events such as AASHTO, ITS America, ACI-NA, and APTA to strengthen brand visibility and thought leadership.
• Navigate government contracting mechanisms, including state cooperative purchasing programs and agency procurement processes.

Requirements

• 5+ years of experience in developing, negotiating and executing business agreements.
• 5+ years in Go-To-Market, Business Development, Sales, or Consulting roles.
• Bachelor’s degree required.
• Proven ability to develop strategies that influence leadership decisions at the organizational level.
• Experience leading programs across cross-functional teams, establishing processes, and coordinating release timelines.
• Background selling enterprise software or cloud-based applications.
• Experience presenting to both technical and non-technical executive audiences.
• Experience guiding complex, multi-year initiatives that cross functions and span business and technology.
• 7+ years in business development, capture management, strategic sales, or related roles within the transportation industry.

Benefits

• Comprehensive medical insurance
• Dental coverage
• Vision coverage
• Prescription drug coverage
• Basic life and accidental death and dismemberment insurance
• Optional supplemental life insurance plans
• Employee Assistance Program (EAP) services
• Mental health resources
• Medical advice helpline
• Flexible spending accounts (FSAs)
• Adoption and surrogacy reimbursement support
• 401(k) retirement plan with employer matching
• Paid time off
• Parental leave