We have an immediate opening for a Deal Desk Manager to support the KGS team focusing on government customers around the world, including defense and national security customers.
Are you looking to create value for end users across the public sector by helping to develop sales and deal mechanisms for Kuiper’s global government customers? Do you want to work at a company where you are the owner, where you are encouraged to build, and where you have the autonomy to push boundaries? Do you have a passion for designing scalable, flexible and customer obsessed solutions? Are you ready? Then join Amazon’s Project Kuiper.
Do you get excited by aerospace, space exploration, and/or satellites? Do you want to help build solutions at Project Kuiper to transform the space industry? If so, then we would love to talk!
The candidate should have a demonstrated ability to think strategically about the mission, product, and technical challenges, with the ability to build and convey compelling value propositions in a written context. The ideal candidate will be familiar with the U.S. federal acquisition process in addition to selling services to global government customers. You must leverage your knowledge and skills to decide what actions to select stakeholders to determine the right goals and inform decisions. You will design long-term solutions to KGS deal development scaling approach. You will take the lead on finalizing contract terms for government opportunities, while delivering independently (seeking direction when needed).
Key job responsibilities
As the Deal Desk Manager, KGS you will guide the team to respond to and win several strategic opportunities. You must think big while diving deep, remain flexible to change, build and earn trust with internal and external customers and be passionate about delivering high-quality results.
In this role you will:
• Design scalable deal frameworks and process to convert opportunities and close deals at high velocity.
• Design business terms, guardrails, guidelines, policies, and metrics.
• Develop mechanisms to handle specialized deals with exception approvals for non-standard requests.
• Provide insights into deal economics and pricing strategies to enable deal negotiations to achieve the best possible outcome for customers and the business.
• Own, manage, and drive velocity of term sheets and definitive agreements to streamline the deal cycle.
• Be a trusted advisor to Executive leaders at Amazon and Kuiper Government Business Development leadership on Amazon approval policies and deal economics.
• Conduct deal review with Finance, Product, Legal, Accounting, Tax, Regulatory, Engineering, and other partner teams to influence and facilitate alignment, approvals, and compliance to deliver business outcomes and customer success.
• Hire, develop, and train the deal team on best practices and guidelines to follow for proposals, pricing, approvals, and contracting processes and policies.
• Develop deal performance metrics and reporting to conduct deal post-mortem on contract and pricing strategies to identify learnings.
• Capture and analyze customer insights to drive strategic shifts in product offering, service plans and pricing, and business terms to enable business growth.
Security Clearance: This position requires that the candidate selected be a US Citizen and candidates must be able to obtain and maintain a US Government security clearance of TS/SCI.
BASIC QUALIFICATIONS
- 5+ years experience in managing deal strategy, business practices, approvals, or contracting teams for large customers and partners.
- Bachelor's degree in business, finance, economics, engineering, or equivalent.
PREFERRED QUALIFICATIONS
- MBA or Master's degree in business management, finance, economics, engineering or equivalent.
- Experience setting up a brand new deal strategy and management function from the ground-up for Government customers.
- Ability to navigate ambiguity and provide clear guidance on large, complex, and global deals to deliver value for customers by enabling negotiations.
- Experience building a high performing team and deal mechanisms that can scale globally.
- Telecommunications or technology industry experience with an understanding on policies, compliance, risks, and regulatory requirements.
- Exceptional communication and program management skills to work across a diverse team of stakeholders and deliver results.
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