Senior Manager, Bid Capture, Proposal and Contract Management, AB Managed Spend

Company: Amazon
Location: Arlington
Posted on: April 3, 2026

Job Description:

Come be a part of a rapidly expanding $35 billion dollar global business. At Amazon Business, a fast-growing startup passionate about building solutions, we set out every day to innovate and disrupt the status quo. We stand at the intersection of tech & retail in the B2B space developing innovative purchasing and procurement solutions to help businesses and organizations thrive. At Amazon Business, we strive to be the most recognized and preferred strategic partner for smart business buying. Bring your insight, imagination and a healthy disregard for the impossible. Join us in building and celebrating the value of Amazon Business to buyers and sellers of all sizes and industries. Unlock your career potential. The Amazon Business (AB) Bid Capture, Proposal and Contract Management team is seeking a transformational leader to drive innovation and accelerate growth in our competitive contract procurement business. This Senior Manager will lead a specialized team responsible for expanding AB's footprint through competitive procurement contract awards with Public Sector (Education, Government, Nonprofit) and Commercial Sector enterprise customers through strategic capture, proposal development, and contract management. Success in this role requires experience in public sector procurement regulations, particularly federal and state government contracting requirements (FAR/DFAR and/or state-specific procurement codes). The most effective candidates will have the ability to leverage automation, AI, and data-driven insights to fundamentally transform how we compete for and win managed spend contract opportunities. Managed spend through competitive procurements represents a significant growth opportunity for Amazon Business. This role is critical to unlocking that potential by transforming how we compete, win, and execute contracts. You'll have the opportunity to build something new, leverage AI and automation, and directly impact AB's ability to serve enterprise and public sector customers at scale. Key job responsibilities 1- Own Strategic Contract Procurement Lifecycle Oversee the end-to-end competitive contract procurement lifecycle from opportunity qualification through contract execution. This includes shaping customer requirements pre-RFP, enforcing rigorous bid/no-bid criteria, developing winning proposal strategies, negotiating complex contract terms, and ensuring ongoing compliance. You'll engage directly with customer CxOs and procurement executives to position AB as the preferred partner for managed contract spend. 2- Accelerate Progress with Innovation and Technology Reimagine how we approach competitive procurements by implementing automation, AI-powered proposal generation, and streamlined processes that increase team throughput and win rates. You'll identify bottlenecks, propose data-backed solutions, and execute rapid improvements. Using voice of customer insights and performance data, you'll translate procurement challenges into actionable requirements and strategic recommendations — building business cases for investment, demonstrating ROI, and making trade-offs to unlock high-impact opportunities. 3- Lead and Develop a High-Performing Team Build, manage, and develop a team of Proposal Managers and Writers, Capture Managers, and Business Contract Managers supporting high-value RFx opportunities. You'll set a high performance bar, foster a culture of ownership and bias for action, and ensure the team has the tools to operate efficiently at scale — while recruiting top talent and developing existing team members for career growth. 4- Drive Operational Excellence and Capability Improvement Establish reporting mechanisms (WBR/QBR) that demonstrate pipeline health, win rates, and team productivity. Create repeatable processes, content libraries, and automation tools that scale without proportional headcount growth. Leverage AI and technology to accelerate response times, improve quality, and translate procurement challenges into strategic recommendations for senior leadership and cross-functional partners. About the team The Bid Capture, Proposal and Contract Management team supports RFx qualification, proposal management, formal response creation, and contract management for Amazon Business. Bid Capture partners with Sales and other adjacent teams to form go-to-market strategies and pursue high-value and strategic opportunities in Federal, State, Education, and large enterprise customer segments. The Sr. Manager will directly manage Capture Managers (business development professionals specializing in customer domain expertise and sales strategy), Proposal Managers (experts in RFP deconstruction and compliant response creation), and Business Contract Managers (specialists in contract terms, representations, certifications, and risk mitigation). Bid Capture is a component of AB’s Managed Spend team, which develops and executes effective sales strategies to win the largest/most-complex contract spend deals across the Amazon Business customer base. - 10 years of building and leading large teams and working in matrixed operating structures experience - Bachelor's degree or equivalent - Experience working and communicating with multiple stakeholders, C-level executives and cross functional teams or equivalent - Experience in strategic thinking about business, enterprise software products, and new technology platforms and architectures or equivalent - Experience negotiating VP-level contracts with channel partners and agencies - Experience collaborating with cross-functional teams including Marketing, Product Management, Customer Service, Operations, Legal, Finance, and Senior Leadership - 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) - Experience driving technological and process innovation - Experience using data and metrics to back up assumptions, evaluate outcomes, and make data-driven decisions - Demonstrated success implementing AI or automation solutions to transform business operations 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, MA, Boston - 193,700.00 - 262,000.00 USD annually USA, NY, New York - 213,000.00 - 288,200.00 USD annually USA, TX, Austin - 193,700.00 - 262,000.00 USD annually USA, VA, Arlington - 193,700.00 - 262,000.00 USD annually USA, WA, Seattle - 193,700.00 - 262,000.00 USD annually

Keywords: Amazon, Sterling , Senior Manager, Bid Capture, Proposal and Contract Management, AB Managed Spend, Sales , Arlington, Virginia