Overview
Enterprise Support Strategy & Operations (ESSO) team is looking for a smart, enthusiastic, and creative thought leader with a strong background in sales operations and supporting field organizations. This individual contributor leader will own the day-to-day operations for the EMEA Premium Support Business Development (PSBD) business and partner with the Field BD leadership to drive revenue growth and increase adoption of AWS Support Services in line with GTM strategy.
This senior sales operations lead will partner with leaders and field teams to drive execution of the go-to-market strategy. The role will bring visibility, insights, and rigor to pipeline management, forecasting, sales planning, and day-to-day management of business performance. It will hold responsibilities including, but not limited to, partnering with BD leadership to drive revenue growth, ensuring overachievement of plan, owning the rhythm of business and reporting cadence, delivering proactive business insights and recommendations, owning and executing key field BD operations activities and mechanisms within the geographies (Territory planning), driving strategic planning activities within the geographies, leading initiatives to improve BD deal success, improve pipeline management and forecasting mechanisms, and accelerating the opportunity‑to‑cash cycle.
The successful individual will have the ability to think strategically, act tactically, write effectively, and display strong analytical and critical thinking skills. The candidate must also be able to build strong cross‑functional working relationships, and demonstrate exceptional influencing capabilities, organizational skills, and attention to detail. This is a hands‑on position — the ideal candidate must be willing to “roll up the sleeves”, dive deep, and solve important business problems.
Key responsibilities
- Own P&L in partnership with Line of Business leadership for one or more geographies: accurately plan, forecast, and execute on the monthly, quarterly, yearly objectives
- Act as Single Point of Contact for the Line of Business for one or more geographies
- Define the key sales support systems/processes required to meet the rapid growth of the business and achieve revenue attainment and market development objectives
- Lead strategic planning and annual planning activities with and for the geo leaders
- Partner with BD leaders to drive execution of go‑to‑market strategies and implement the necessary enablement for AWS field sales teams
- Own and execute key Field BD operational mechanisms
- Define and lead the Premium Support Business Development rhythm of business
- Manage the development of continuously‑evolving forecast models and methodologies, owning the quantitative analysis of the performance of our sales team, customers, prospects, partners, markets, and products/services, including any cadenced reporting
- Ideate and lead initiatives focused on driving business performance, efficiency, and effectiveness of Premium Support Business Development and to accelerate the opportunity‑to‑cash cycle
- Drive process improvement and change management – lead and deliver training as needed
- Manage the cadenced business reporting for the business segment
- Develop relationships and processes with sales, finance, ES Leaders, HR, sales operations, and other stakeholders
- Ensure consistent and efficient execution of all functions by working closely with internal business partners and stakeholders to drive adoption and implementation of global standards, processes, and programs
Basic Qualifications
- Bachelor’s degree or equivalent
- Experience in sales operations or equivalent
- Experience developing and implementing systems/tools utilized for CRM, variable compensation, revenue reporting, forecasting, Salesforce automation, etc.
- Experience defining, refining and implementing sales processes, procedures and policies or equivalent
- Experience using Microsoft Excel to manipulate and analyze data
Preferred Qualifications
- Experience presenting to senior leadership
- Experience using Salesforce (or other CRM tool) or BI tools
- Experience conducting sophisticated and creative analysis of complex data and translating the results into actionable deliverables, messages, and presentations
- Experience working within a high‑growth, technology company
Equal Opportunity Employment
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Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
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