The Amazon Web Services National Security team is seeking a Principal Business Developer to accelerate Intelligence Community customers’ journey to the cloud by deeply understanding the approvals, processes, risk frameworks, and organizational decisions that mission customers must navigate to move sensitive data and workloads to AWS. This strategic role combines deep expertise in IC operational risk management, interagency governance, and security compliance with an understanding of how cloud technology can transform mission outcomes — positioning the successful candidate as the critical bridge between customer decision-making processes and AWS account teams driving cloud adoption.
Unlike traditional sales or account executive roles, this position is purpose-built for a professional who understands the inside of how national security organizations evaluate, approve, and execute technology transitions. The ideal candidate brings firsthand experience navigating the complex web of authorities, risk acceptance frameworks, accreditation processes, and stakeholder alignment required to move classified workloads to new infrastructure — and can translate that expertise into actionable strategies that help AWS account teams remove barriers and accelerate customer outcomes.
Based in Northern Virginia/Washington, DC area, this role requires building and maintaining relationships with mission owners, security officers, accreditation authorities, and program managers while partnering with AWS account teams to develop customer-specific cloud adoption acceleration strategies.
This position requires that the candidate selected be a US citizen and must currently possess and maintain an active TS/SCI security clearance with polygraph.
Key job responsibilities
Cloud Adoption Strategy & Risk Navigation
• Develop deep expertise in customer-specific approval processes, authority-to-operate (ATO) frameworks, risk acceptance methodologies, and governance structures that gate cloud adoption decisions for IC missions
• Create repeatable playbooks and frameworks that map customer decision-making processes — from initial risk assessment through final authority to operate — enabling account teams to anticipate and proactively address adoption barriers
• Advise account teams on how to position AWS capabilities within the context of customer risk tolerance, compliance requirements, and mission assurance standards
• Identify systemic patterns across customer organizations where approval processes create friction, and develop strategies to reduce time-to-cloud for sensitive workloads
Stakeholder Engagement & Relationship Building
• Serve as a credible interlocutor who understands customer concerns about data sovereignty, insider threat, counterintelligence risk, and operational security in cloud environments
• Foster coalition support across customer organizations by translating technical cloud capabilities into the language of mission risk reduction and operational advantage
• Partner with senior government executives to develop shared understanding of how cloud adoption accelerates mission delivery while maintaining security posture
Cross-Functional Collaboration & Execution
• Guide account teams on engagement strategies informed by deep understanding of customer organizational dynamics, approval hierarchies, and decision-making culture
• Partner with AWS security and compliance organizations to ensure customer-facing materials and briefings address the specific risk frameworks and authorities relevant to each mission customer
• Develop and deliver executive-level briefings that translate complex security and compliance topics into clear, actionable recommendations for both AWS leadership and customer stakeholders
Intelligence & Analysis
• Conduct deep analysis of customer organizational structures, governance processes, and historical adoption patterns to identify opportunities for acceleration
• Develop and maintain current understanding of evolving IC security policies, risk management frameworks, and accreditation standards that impact cloud adoption decisions
About the team
As a high performing sales organization, the team serves as a trusted partner to end users, agency leadership, and the policy community. We enjoy working hard, and our team also puts a high value on work-life balance. It isn’t about how many hours you spend at home or at work; it’s about the flow you establish that brings energy to both parts of your life. We believe striking the right balance between your personal and professional life is critical to life-long happiness.
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.
Why AWS?
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Inclusive Team Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.
Mentorship & Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve.
- Experience delivering complex, data-driven recommendations to senior leaders
- Demonstrated experience navigating complex organizational approval processes for technology modernization, including ATO/authorization frameworks, risk management processes, and interagency coordination
- Experience building trusted relationships across organizational boundaries — including with legal, security, IT, HR, and executive stakeholders — in support of complex, sensitive initiatives
- Current, active US Government Security Clearance of TS/SCI with Polygraph
- Experience with insider threat programs, counterintelligence operations, or security investigations that provides deep understanding of the security concerns driving cloud adoption hesitancy
- Knowledge of government contracting laws, rules and regulations including, but not limited to, commercial items contracting requirements, Federal Acquisition Regulations (FAR), and Defense Federal Acquisition Regulation (DFAR)
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, 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.
USA, VA, Herndon - 176,100.00 - 238,200.00 USD annually
Unlike traditional sales or account executive roles, this position is purpose-built for a professional who understands the inside of how national security organizations evaluate, approve, and execute technology transitions. The ideal candidate brings firsthand experience navigating the complex web of authorities, risk acceptance frameworks, accreditation processes, and stakeholder alignment required to move classified workloads to new infrastructure — and can translate that expertise into actionable strategies that help AWS account teams remove barriers and accelerate customer outcomes.
Based in Northern Virginia/Washington, DC area, this role requires building and maintaining relationships with mission owners, security officers, accreditation authorities, and program managers while partnering with AWS account teams to develop customer-specific cloud adoption acceleration strategies.
This position requires that the candidate selected be a US citizen and must currently possess and maintain an active TS/SCI security clearance with polygraph.
Key job responsibilities
Cloud Adoption Strategy & Risk Navigation
• Develop deep expertise in customer-specific approval processes, authority-to-operate (ATO) frameworks, risk acceptance methodologies, and governance structures that gate cloud adoption decisions for IC missions
• Create repeatable playbooks and frameworks that map customer decision-making processes — from initial risk assessment through final authority to operate — enabling account teams to anticipate and proactively address adoption barriers
• Advise account teams on how to position AWS capabilities within the context of customer risk tolerance, compliance requirements, and mission assurance standards
• Identify systemic patterns across customer organizations where approval processes create friction, and develop strategies to reduce time-to-cloud for sensitive workloads
Stakeholder Engagement & Relationship Building
• Serve as a credible interlocutor who understands customer concerns about data sovereignty, insider threat, counterintelligence risk, and operational security in cloud environments
• Foster coalition support across customer organizations by translating technical cloud capabilities into the language of mission risk reduction and operational advantage
• Partner with senior government executives to develop shared understanding of how cloud adoption accelerates mission delivery while maintaining security posture
Cross-Functional Collaboration & Execution
• Guide account teams on engagement strategies informed by deep understanding of customer organizational dynamics, approval hierarchies, and decision-making culture
• Partner with AWS security and compliance organizations to ensure customer-facing materials and briefings address the specific risk frameworks and authorities relevant to each mission customer
• Develop and deliver executive-level briefings that translate complex security and compliance topics into clear, actionable recommendations for both AWS leadership and customer stakeholders
Intelligence & Analysis
• Conduct deep analysis of customer organizational structures, governance processes, and historical adoption patterns to identify opportunities for acceleration
• Develop and maintain current understanding of evolving IC security policies, risk management frameworks, and accreditation standards that impact cloud adoption decisions
About the team
As a high performing sales organization, the team serves as a trusted partner to end users, agency leadership, and the policy community. We enjoy working hard, and our team also puts a high value on work-life balance. It isn’t about how many hours you spend at home or at work; it’s about the flow you establish that brings energy to both parts of your life. We believe striking the right balance between your personal and professional life is critical to life-long happiness.
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.
Why AWS?
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Inclusive Team Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.
Mentorship & Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve.
Basic qualifications
- 10+ years of professional or military experience- Experience delivering complex, data-driven recommendations to senior leaders
- Demonstrated experience navigating complex organizational approval processes for technology modernization, including ATO/authorization frameworks, risk management processes, and interagency coordination
- Experience building trusted relationships across organizational boundaries — including with legal, security, IT, HR, and executive stakeholders — in support of complex, sensitive initiatives
- Current, active US Government Security Clearance of TS/SCI with Polygraph
Preferred qualifications
- Direct experience at multiple IC agencies providing unique cross-agency perspective on how different organizations approach technology risk and adoption- Experience with insider threat programs, counterintelligence operations, or security investigations that provides deep understanding of the security concerns driving cloud adoption hesitancy
- Knowledge of government contracting laws, rules and regulations including, but not limited to, commercial items contracting requirements, Federal Acquisition Regulations (FAR), and Defense Federal Acquisition Regulation (DFAR)
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, 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.
The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.
USA, VA, Herndon - 176,100.00 - 238,200.00 USD annually