What are the responsibilities and job description for the Principal Channel Partner Lead, Kuiper Government Solutions position at Amazon?
DESCRIPTION
Are you looking to create value for millions of customers by helping to develop creative assets for Kuiper 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 design and a desire to bring delightful products and services to life in an entirely new way? This describes your daily journey. Are you ready? Then join us on Project Kuiper.
Project Kuiper is an initiative to launch a constellation of Low Earth Orbit satellites that will provide low-latency, high-speed broadband connectivity to unserved and underserved communities around the world. The Principal Channel Partner Business Development Lead, will play a pivotal role in defining and selling customer-oriented services for Kuiper satellite communication services through strategic partnerships with integrators, original equipment manufacturers, and service providers serving government customers. The successful candidate will have deep understanding of satellite broadband and telecommunication services for consumer, enterprise, telecom, transportation and government customers across the globe.
We have an immediate opening for a Principal Channel Partner Business Development Lead, to deliver business growth focused on U.S. Government customers with unique requirements to operate in, from, and to space in support of Defense and National Security objectives. As Principal Channel Partner Business Development Lead, you will drive business growth through rapid adoption of Kuiper broadband and space connectivity services with Kuiper Government customers. This is an exciting opportunity for a satellite communications (SATCOM) experienced, high speed business development professional to own the definition and execution of KGS’ Business Development strategy and go-to-market plan for a key group of customers to deliver bar raising business outcomes.
In this unique opportunity you will be a key member of KGS’ business development team as well as work closely with technical program management, product development, and engineering teams. 2025 will be a year of rapid growth and requires a particularly skilled and forward leaning business development leader who will be accountable to generate results for our customers and business.
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 team
This 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.
About the team
Here at Amazon, we embrace our differences. We are committed to furthering our culture of inclusion. Amazon has ten employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. We have innovative benefit offerings, and host annual and ongoing learning experiences. Amazon’s culture of inclusion is reinforced within our 16 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious and earn trust.
BASIC QUALIFICATIONS
• 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
PREFERRED QUALIFICATIONS
• Graduate Degree (e.g., Technical Masters, MBA)
• Motivated self-starter, proactive and action-oriented
• Strategic problem solving and collaboration skills
• Must be able to understand and articulate the business value and technical overview of space-based solution, particularly for satellite communications
• Track record of building rapport and close relationships with key government customers
• Experience and success in negotiating complex deals with customers and partners
Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, 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.
