The posting
AWS is seeking a Specialist Strategy & Sales Operations Lead, to drive data-driven decision-making and operational excellence for the AWS Specialist and Partner organization, focused on the Specialist and Partner Organization (ASP). As a strategic business partner to ASP leadership, the Sales Operations Lead serves as a trusted advisor who translates complex data into actionable insights, drives operational excellence, and shapes the strategic direction of sales initiatives through deep business acumen and consultative partnership.
This role is crucial in leading and scaling mission-critical frameworks, including territories and quota, goal setting, key initiatives, business reviews, forecasting, and data analysis, to inform strategic recommendations in a rapidly growing, complex environment. Serving as a strategy partner to ASP leadership, the Sales Operations Lead develops, implements, and manages sales processes, systems, and metrics to help the ASP Go-to-Market team and those involved in the sales process to increase revenue growth and customer acquisition. Proactively analyzes sales performance data and customer dynamics to identify growth opportunities and provide forward-looking strategic recommendations to leadership. Partners with stakeholders to achieve day-to-day operational excellence through sales process management, performance analysis, technology support, business reviews, operational planning, and communicating actionable insights, both verbally and in writing, while fostering strong stakeholder relationships.
As the AI-powered sales landscape continues to evolve, this role will be instrumental in leveraging the latest artificial intelligence and machine learning technologies to enhance sales processes and decision-making, ensuring responsible implementation that drives measurable business impact. The Sales Operations Lead will work closely with ASP leadership and cross-functional teams to responsibly implement and optimize AI-driven tools and workflows that augment the sales organization's productivity and effectiveness. This role requires a strategic thinker who can balance operational rigor with consultative partnership, translating data into business strategy while building trusted relationships across all levels of the organization.
Key job responsibilities 1. Documents and implements standardized sales processes and metrics, including KPI definitions and goal cascades, to support operational effectiveness. This may include determining sales territories and quotas for sales teams. 2. Develops and manages pipeline qualification, attribution, to ensure proper distribution, and resolves attribution escalations to ensure accurate financial reporting. 3. Orchestrates AI-human collaboration in the sales process, and manages and optimizes AI sales intelligence tools and automated customer/partner interaction systems 4. Maintains sales tools data quality to ensure accurate reporting and forecasting 5. Implements sales workflows and automation to streamline process and improve seller efficiency 6. Conducts sales performance analysis on win/loss data, conversion rates, goal attainment, and/or forecast accuracy to identify potential risks. 7. Prepares and drives regular business reviews with insights on pipeline health, performance trends, and operational efficiency. 8. Acts as primary point of contact to resolve stakeholders’ requests and execute daily operational processes. 9. Leads sales tools training and adoption initiatives to improve utilization and productivity. 10. Leads cross-functional projects to improve sales efficiency and processes. 11. Drives escalations, gap-to-green, and/or other issues to resolution.
About the team About AWS
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.
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About Sales, Marketing and Global Services (SMGS)
AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector.
- 10+ years of Microsoft Excel experience - Bachelor's degree 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 Salesforce (or other CRM tool) or BI tools - Experience presenting to senior leadership
Acknowledgement of country: 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.
IDE statement: 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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