Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform. The ANZ Public Sector team works with government agencies across Australia and New Zealand to accelerate digital transformation and deliver mission outcomes at scale. The Strategic Pursuits team is our dedicated business development function focused on the most strategic and complex pursuits in public sector — managing whole-of-government framework agreements, large-scale bids, and the buying mechanisms that enable government customers to procure cloud services efficiently and compliantly.
As the Business Development Specialist, ANZ Government Frameworks, your primary mission is to grow AWS's public sector revenue by leveraging government procurement frameworks as a strategic channel. You will own the portfolio of framework agreements across Australia and New Zealand — federal whole-of-government arrangements, state and territory contracts, and New Zealand's All-of-Government agreement — using them as vehicles to accelerate customer acquisition, expand existing agency spend, and open new markets. You will engage senior government stakeholders, develop go-to-market strategies for each framework, and enable the sales field to close deals faster through established procurement pathways. The role blends strategic business development with the operational discipline to manage complex government agreements end-to-end.
You bring solid experience working in or with the public sector and understand how government procurement works in practice. Above all, you have a natural ability to quickly build trust and forge strong relationships — both internally across a complex, matrixed organisation and externally with senior government officials, partners, and industry stakeholders. This is a relationship-intensive role where relationships building will be central to your success. You are adaptable — comfortable shifting between financial analysis, policy advisory, deal strategy, and stakeholder presentations in any given week. You take ownership of your workstream, make sound decisions independently, and know when to pull in support. You have high attention to detail and are able to work with precision, while operating at a fast pace.
You will report to the team's Government Frameworks lead, who provides strategic direction and acts as a sounding board on complex issues. The broader Strategic Pursuits team brings deep expertise across contract negotiations, bid management, proposal writing, relationship management, and sales — providing a collaborative environment where you can leverage specialist knowledge while maintaining ownership of your portfolio.
Location: Canberra or Sydney. The role involves some domestic travel to state capitals and New Zealand. Occasional international travel may also be required.
Key job responsibilities
Relationship Building & Stakeholder Engagement
- Build and maintain trusted relationships with key government procurement stakeholders, including central agencies, state CIO offices, and industry bodies — becoming a known and valued point of contact for AWS in the procurement community.
- Develop and nurture internal relationships across sales, legal, finance, partner, and support teams to ensure seamless collaboration and effective delivery across the portfolio.
Framework Management & Strategy
- Manage and expand the portfolio of whole-of-government framework agreements across Australia and New Zealand — including federal, state/territory, and New Zealand arrangements.
- Support agreement renewals, pricing negotiations, contract amendments, and the establishment of new frameworks and jurisdictional addendums.
- Manage spend reporting obligations, ensuring accuracy and timeliness of reporting to government counterparts.
- Identify opportunities to onboard new agencies, expand marketplace procurement, and grow spend through existing vehicles.
- Monitor government policy changes and industry consultations; draft or contribute to AWS's response in collaboration with Legal and Public Policy teams.
Field Enablement & Growth
- Act as the go-to subject matter expert for internal teams on framework terms, pricing structures, and customer onboarding processes.
- Enable the field through 1:1 guidance, training sessions, partner materials, and regular updates on procurement pathways.
- Deliver customer and partner events to drive awareness of AWS services and educate on how to consume cloud through existing frameworks.
- Contribute to the broader Strategic Pursuits pipeline through deal reviews, capture activities, and bid support.
- Collaborate with Partner teams to manage indirect procurement pathways and partner pricing arrangements.
What's In It For You
- Work at the cutting edge of technology — including a front-row seat to how generative AI is transforming public sector service delivery.
- Dedicated onboarding time to obtain AWS certifications, building technical depth to complement your business expertise.
- End-to-end visibility of the AWS sales cycle, with exposure to virtually every part of the business.
- A broad professional network spanning AWS, government, and the partner ecosystem.
- A role with genuine breadth and strategic impact — whether your longer-term interests lie in business development, sales leadership, strategy, or public policy.
A day in the life
Your day starts reviewing your framework portfolio - tracking adoption trends, identifying where new organisations are ready to come on board, and prioritising relationships that will unlock growth. You'll connect with senior government procurement stakeholders across Australia and New Zealand, building the trust that makes AWS a valued partner in the procurement community.
You'll advise teams on how to navigate government buying mechanisms, help shape proposals that align with framework terms, and collaborate across legal, policy, and commercial teams on contract renewals and new agreements. You might spend the afternoon preparing for a pricing negotiation, responding to a government consultation on procurement reform, or delivering a briefing to help customers understand how to access cloud services through existing arrangements.
This role offers genuine breadth, shifting between strategy, stakeholder engagement, commercial negotiation, and policy in any given week — while helping public sector organisations access cloud through streamlined, compliant procurement pathways.
About the team
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
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Work/Life Balance
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In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.
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