Business Contracts Manager (Japan), APJ BCM team
You will represent Japan and participate in and oversee group reviews of all customer contractual and purchase documents, including at the global level. You will hear a variety of global examples while sharing yours with global peers. You will manage the full contract lifecycle—coordinating internal stakeholders to facilitate legal, operational, and compliance activities for contract negotiation, and supporting the competitive bid process by reviewing RFPs using your knowledge and expertise. You will maintain contract records/files, track and ensure adherence to all contractual obligations, and mitigate risk to keep all stakeholders compliant. You will also build and own relationships with key customer buying authorities and provide expert guidance to internal teams on cloud contracting models and commercial terms. Finally, you will analyze customer requirements, architect creative contractual solutions, and propose innovative schemes that realize both AWS's and the customer's goals—translating technical capabilities into compliant, commercially viable offerings.
Key job responsibilities
• Contract Lifecycle Management & Risk Mitigation: Manage full contract lifecycle including document review, negotiation, compliance, and records management. Identify and resolve contract risks, develop policies and standards, coordinate legal assessments, and support competitive proposal processes.
• Strategic Business Development & Pipeline Enablement: Shape opportunities throughout the full acquisition lifecycle—educating customers on how to buy AWS, solutioning contractual pathways for complex government requirements, and scaling proven approaches to generate new revenue.
• Contract Vehicle & Framework Ownership: Serve as the face of assigned IDIQ/Framework vehicles. Build repeatable onboarding solutions, create innovative contract structures that drive revenue growth, and educate agencies on procurement pathways.
• Customer Relationship Ownership & Stakeholder Engagement: Own relationships with government buying authorities (Contracting Officers, CIOs, COTRs, budget holders) and serve as primary negotiator on assigned portfolios. Provide expert guidance to sales, capture, and proposal teams on cloud contracting models, federal acquisition regulations, and commercial terms.
• Technical Solution Design & Compliance: Develop expertise across AWS cloud services, government compliance frameworks, and pricing/billing systems. Architect bespoke contract solutions, design government-specific pricing programs, and translate technical capabilities into compliant offerings.
• Process Improvement & Go-to-Market Execution: Develop and implement tools and automation to increase contracting efficiency. Act as the voice of the customer to product and engineering teams, contributing to GTM strategy including whitepapers, industry webinars, and contract vehicle resources.
A day in the life
Our team participates in both internal and external meetings to ensure our customers have the best possible cloud adoption experience. In the public sector market, procurement is fundamentally conducted through competitive bidding. Across all phases—pre-bid, bid response, and post-contract (post-award)—we remain thoroughly prepared to deliver analysis and advisory services for optimal cloud procurement, respond to bid requirements, and ensure reliable execution of post-contract operations. We also identify process improvements and develop tools and automation to increase contracting efficiency. By understanding the rights and obligations under each contract, clarifying ownership and action items internally, and engaging directly with contracting officers and decision-makers, we consistently ensure compliance adherence through diligent follow-up—while contributing insights back to product, engineering, and go-to-market teams to shape how customers procure AWS.
About the team
Our team covers APJ public sector across several countries with strong commitment of being frank, respectful and confident. We support each other while we respect each individual as well to support each member’s growth and teamwork at the same time. We strongly believe your participation will bring one new and different element into the team to grow.- Experience in cross-organizational collaboration and project management within the company
- Proven ability to analyze data and deliver data-driven proposals and recommendations
- Experience in contract execution support and review of rights and obligations
- Business level English and Japanese- Experience communicating clearly and concisely with leadership, stakeholders, and cross-functional teams
- Experience collaborating and influencing multiple teams across multiple organizations
- Experience solving complex problems quantitatively and develop actionable data-driven business recommendations
- 3+ years of experience in the public sector market
- Eagerness and ability to learn new things
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.
Key job responsibilities
• Contract Lifecycle Management & Risk Mitigation: Manage full contract lifecycle including document review, negotiation, compliance, and records management. Identify and resolve contract risks, develop policies and standards, coordinate legal assessments, and support competitive proposal processes.
• Strategic Business Development & Pipeline Enablement: Shape opportunities throughout the full acquisition lifecycle—educating customers on how to buy AWS, solutioning contractual pathways for complex government requirements, and scaling proven approaches to generate new revenue.
• Contract Vehicle & Framework Ownership: Serve as the face of assigned IDIQ/Framework vehicles. Build repeatable onboarding solutions, create innovative contract structures that drive revenue growth, and educate agencies on procurement pathways.
• Customer Relationship Ownership & Stakeholder Engagement: Own relationships with government buying authorities (Contracting Officers, CIOs, COTRs, budget holders) and serve as primary negotiator on assigned portfolios. Provide expert guidance to sales, capture, and proposal teams on cloud contracting models, federal acquisition regulations, and commercial terms.
• Technical Solution Design & Compliance: Develop expertise across AWS cloud services, government compliance frameworks, and pricing/billing systems. Architect bespoke contract solutions, design government-specific pricing programs, and translate technical capabilities into compliant offerings.
• Process Improvement & Go-to-Market Execution: Develop and implement tools and automation to increase contracting efficiency. Act as the voice of the customer to product and engineering teams, contributing to GTM strategy including whitepapers, industry webinars, and contract vehicle resources.
A day in the life
Our team participates in both internal and external meetings to ensure our customers have the best possible cloud adoption experience. In the public sector market, procurement is fundamentally conducted through competitive bidding. Across all phases—pre-bid, bid response, and post-contract (post-award)—we remain thoroughly prepared to deliver analysis and advisory services for optimal cloud procurement, respond to bid requirements, and ensure reliable execution of post-contract operations. We also identify process improvements and develop tools and automation to increase contracting efficiency. By understanding the rights and obligations under each contract, clarifying ownership and action items internally, and engaging directly with contracting officers and decision-makers, we consistently ensure compliance adherence through diligent follow-up—while contributing insights back to product, engineering, and go-to-market teams to shape how customers procure AWS.
About the team
Our team covers APJ public sector across several countries with strong commitment of being frank, respectful and confident. We support each other while we respect each individual as well to support each member’s growth and teamwork at the same time. We strongly believe your participation will bring one new and different element into the team to grow.- Experience in cross-organizational collaboration and project management within the company
- Proven ability to analyze data and deliver data-driven proposals and recommendations
- Experience in contract execution support and review of rights and obligations
- Business level English and Japanese- Experience communicating clearly and concisely with leadership, stakeholders, and cross-functional teams
- Experience collaborating and influencing multiple teams across multiple organizations
- Experience solving complex problems quantitatively and develop actionable data-driven business recommendations
- 3+ years of experience in the public sector market
- Eagerness and ability to learn new things
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.