Principal Business Development, SLED, Kuiper Government Solutions

Principal - Tech Business Development Sme

Are you aspiring to be part of Amazon's mission to launch a constellation of Low Earth Orbit satellites to provide low-latency, high-speed broadband connectivity to unserved and underserved communities around the world? It's Day 1 for Amazon's next multi-billion-dollar business and the Kuiper Government Solutions (KGS) team is looking for an entrepreneurial Principal - Tech Business Development SME to join us. As part of the early start-up team, this role will be responsible for scaling connectivity services to public sector organizations globally. Are you passionate about serving the needs of state and local governments, government owned services, civilian-oriented public services including first responders, remote communities, educational institutions, and hospitals? Are you a think-big go-to-market leader that can also execute plans, drive sales engagements, build frameworks, and drive public sector deals at scale? If so, then this is the answer to your calling.

The successful candidate will be responsible for building go-to-market strategies and frameworks for scaling marketing and sales of KGS connectivity services to public sector customers. As the business development leader, this role will build and manage a portfolio of public sector customer accounts to drive qualification and conversion of leads and opportunities to committed revenue contracts. They will conduct research to understand customer requirements for each vertical, create and pitch value propositions by sub-vertical, and use data driven strategies to obtain customer alignment. The service deliver leader will validate customer requirements, validate technical use cases, conduct service plan pricing and commercial validation, develop strategies to grow revenue opportunities, and build account plans for long-term customer success. They will work with product, solution architects, finance, legal, and partner teams to build business justification and analyze financial impact of public sector opportunities. This role is responsible for account management and customer success of strategic, large, global public sector customers once the contract is signed. This includes customer onboarding, order orchestration, fulfillment, and service activation. You will also lead service launch readiness globally, to ensure that KGS will be able to plan, track, and provide services to all customer segments.

Key job responsibilities:

• Write bar raising customer and business facing CXO level proposals and documents to influence and drive decision making at the highest levels of the organization.
• Adept at thinking strategically and analytically about business, product, and technical requirements, with the ability to crystalize recommendations, and build consensus across the organization.
• Drive voice of the customer initiatives to understand public sector customer needs, validate use cases, conduct proof of concepts, and drive adoption and retention.
• Experience working in start-up mode building sales presentations, product and service offerings, and value propositions. Be able to navigate ambiguity, create a plan, and execute programmatically.
• Work closely with KGS legal, regulatory, infrastructure, and engineering teams to develop targeted strategies to expand the public sector business and drive adoption of product offerings.
• Provide regular updates and insights to KGS leadership on market trends, competitive landscape, and customer/partner feedback. Have bias for action to implement strategic initiatives based on inputs.
• Collaborate with KGS cross-functional teams (marketing, product, solutions architecture, deal desk, sales operations, etc.) to ensure service launch readiness.
• Work with key KGS stakeholders including finance, legal, accounting, tax, and operations to obtain approvals and consummate deals.
• Be obsessed with customer success to operationalize specialized KGS contracts after deal closure, onboard customers, provide account and technical support, orchestrate and fulfill service orders.

Export Control - This position requires that the candidate selected be a U.S. Citizen in order to comply with U.S. government-imposed requirements related to the nature of the work and/or where it will be performed.