Solutions Architect Manager, Public Sector Greenfield
External
Amazon Web · Arlington, VAPrepare for this interview
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About the role
The WWPS Greenfield SA team accelerates cloud adoption for public sector customers who are new to AWS. We pair Solutions Architects with dedicated Account Executives across defined territories to create structured, proac
Additional Information
AWS World Wide Public Sector (WWPS) is on a mission to accelerate cloud adoption for government, education, healthcare, and nonprofit organizations. Within WWPS, the Greenfield team accelerates cloud adoption for public sector customers who are new to AWS, guiding them from first conversation to first workload and beyond. We are seeking a Solutions Architecture Manager to lead a team of Solutions Architects within the WWPS Greenfield organization based in Arlington, VA. As an SA Manager, you will build, develop, and lead a team of early career Solutions Architects who partner directly with Account Executives across defined territories to drive structured, proactive customer engagement. This is a player-coach role - expect to spend approximately 70% of your time on team leadership and 30% on direct customer engagement. You will be hands-on with customers in complex technical engagements while simultaneously developing your team's technical depth, operational rhythm, and career growth. You will define and execute territory coverage strategies, establish engagement models between SAs and Account Executives, and build repeatable plays that scale the Greenfield motion across the US public sector. You will help team members ramp-up on AWS as well as develop speaking, writing, presentation, and executive interaction skills. You will also need to be adept at interacting, communicating and partnering with other teams within AWS. Key job responsibilities - Build and lead a high-performing team of Solutions Architects, fostering a culture of innovation, continuous learning, and customer obsession focused on new-to-cloud public sector customers in the United States. - Define territory coverage strategy and SA-to-AE pairing models that maximize customer engagement and pipeline acceleration. - Establish operational cadence for the team: weekly stand-ups, pipeline reviews, technical readiness, and customer engagement tracking. - Serve as a player-coach - directly engage in complex customer architectures while coaching SAs in conducting impactful technical discussions with senior stakeholders and executing successful customer engagements - Partner with Greenfield Account Executive leadership to align on go-to-market strategy, territory prioritization, and joint engagement plans. - Develop repeatable plays and enablement assets for common greenfield scenarios (cost optimization, compliance at scale, end-of-support/forced migrations[BS1.1], platform gaps). - Build and execute a structured onboarding and ramp program for new SAs, leveraging the Greenfield Academy framework (SA-AE engagement models, discovery methodology, go-to-market strategy). - Own technical bar-raising for the team: conduct architecture reviews, coach on customer-facing delivery, and ensure solutions align with AWS Well-Architected principles. - Track and report on team-level metrics: customer engagement velocity, pipeline contribution, workload migrations, and SA utilization. - Share the voice of the customer to influence the roadmap for new AWS features and services. - Collaborate cross-functionally with Pursuit SA, ProServ, Partner, Training & Certification teams to drive holistic customer outcomes, and contribute to the broader SA organization through operational best practices, knowledge sharing, and leadership development. A day in the life You split your time between leading your team and staying hands-on with customers. Mornings might start with a pipeline review where you coach SAs through account strategies, unblock stalled engagements, and prioritize territory coverage - then pivot to joining a discovery call for a high-complexity account where your technical depth makes the difference. You define how your SAs partner with Account Executives: setting engagement cadences, refining territory pairing models, and building the repeatable plays your team runs across new public-sector accounts. When AEs need help navigating complex procurement cycles, you guide your SAs on articulating technical differentiators in RFI/RFP responses and coordinate cross-functionally with AWS service teams, partner SIs, and security specialists to assemble the right solution. You own hiring and onboarding - screening candidates, raising the technical bar, and ramping new SAs through a structured academy program. You define and track team-level metrics (engagement velocity, pipeline contribution, workload migrations) and translate them into action plans. You stay current on AWS services so you can connect emerging capabilities to customer problems and coach your team to do the same. The role rewards the ability to context-switch between strategy and execution, develop people, and earn trust with technical and executive audiences alike.