DESCRIPTION

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. The AWS Global Sales (AGS) team interacts with leading companies and believes that world-class support is critical to customer success.

The NAMER Global Sales Strategy & Operations team is seeking a driven, experienced, and strategically minded Sales & Business Operations Lead for the US Specialist organization. This combined role leans primarily toward Sales Operations, maintaining operational excellence across sales processes and initiatives, while also owning the full operating rhythm, executive cadences, and strategic planning mechanisms for the US Specialist organization. Area Specialists engage directly with assigned customers in partnership with Field Sales teams to provide subject matter expertise critical to advancing and launching opportunities. Area Specialists are part of the Account Teams for account planning, opportunity identification and pursuit (including RFP/RFIs, architecture development), closing deals, and shepherding wins to post-sales teams. Acting as the front-line touch point for Specialist customer engagement, Area Specialists provide data and anecdotes on what is working and what is not back into Worldwide and Service teams.

The Field Sales & Business Operations Lead for the US Specialist Org will serve as the strategic operations owner and COO-equivalent for the Specialist organization, functioning as a critical business partner to sales leadership. This is a forward-looking, tech-enabled operations leadership position that goes beyond traditional quota management and field sales support. It represents a strategic investment in operational leadership that ensures the business operations is executed with rigor, runs efficient business mechanisms (XBRs, OP1/OP2 planning, staff meetings, all team broadcasts, offsites and similar), scales effectively through AI-powered automation, and maximizes revenue potential across its domains. The ideal candidate will own the division's operating rhythm and executive cadences, drive cross-divisional operational excellence, leverage AI-powered tools and automation to accelerate business reviews and surface insights faster, serve as the critical conduit between field and worldwide teams to ensure alignment and execution consistency, and enable sales leaders to focus on customer engagement and revenue generation.

This candidate will own the rhythm of the business, including OP1 & OP2 planning cycles with work-back timelines and intake mechanisms, Divisional Business Reviews (XBRs), Monthly Business Reviews, Quarterly Business Reviews, weekly Division leader staff meetings, and other cadenced reporting and mechanisms. They will drive pipeline growth strategies, inspect and resolve stalled opportunities, produce automated business review narratives, and establish standardized reporting and insights that enable data-driven decision-making at scale. This role will also lead the strategic definition of key operational systems and processes, drive adoption of AI-powered tools (such as SIFT and AWSentral Forecasting), and centralize a tools roadmap with standard use cases and curated best practices to meet the growth trajectory of the business.

This position works with multiple stakeholders supporting the extended Enterprise Sales organization, including partnering with peer Field Sales Operations team members, and external partners in Business Development, Marketing, Professional Services, Finance, HR, and the Partner team. The candidate must communicate effectively across technical and non-technical business units and across geographies, and must be adept at managing executive-level cadences including agenda design, facilitation, and action tracking.

The candidate will play a key role in defining processes for end-to-end execution of territory planning and account alignment, sales compensation management, headcount planning, and revenue and goals planning. A successful candidate demonstrates a proven work ethic that drives results, is willing to "roll up their sleeves" in a hands-on, matrixed environment, and actively embraces AI and automation as tools to work smarter, move faster, and scale operational impact across the division. The candidate will also own and continue to evolve the AI adoption strategy for the organization.

Key job responsibilities
Serve as COO-equivalent to division leadership, driving operational rigor across business operations and field sales

Coordinate Divisional Business Reviews (XBR); standardize templates with auto-populated centralized appendix, eliminating manual compilation

Lead OP1 & OP2 planning end-to-end with work-back timelines, stakeholder coordination, and intake mechanisms; own in-year planning (AP cleanup, M&A, L/J)

Run mechanisms (Top Deals, IPMM); manage weekly leader staff meetings and offsites (agenda, facilitation, action tracking)

Own annual Fast Start initiatives across OneTeam and lead division-wide strategic projects (e.g., new coverage models)

Automate Business Reviews with modular narratives (Revenue + Pipeline) scaling across WBR, MBR, IPMM, and local reviews with Central Ops

Drive adoption of AI tools (SIFT, AWSentral Forecasting); centralize tools roadmap, standard use cases, and best practices

Produce weekly pipeline summary communications (WoW/MoM/YoY changes, hygiene scores); maintain standardized reporting for data-driven decisions

Own territory design, quota setting, headcount, and compensation plan execution; drive pipeline inspection and resolve stalled opportunities

Work cross-functionally with Sales, Finance, HR, Marketing, BD, ProServe, and Partners to execute priorities and close process gaps

About the team
About AWS
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the 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
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship & Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

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. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.

BASIC QUALIFICATIONS

• 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

PREFERRED QUALIFICATIONS

• Experience using Salesforce (or other CRM tool) or BI tools
• Experience presenting to senior leadership

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

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.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, NY, New York - 147,300.00 - 199,300.00 USD annually
USA, TX, Austin - 133,900.00 - 181,200.00 USD annually
USA, TX, Dallas - 133,900.00 - 181,200.00 USD annually
USA, VA, Arlington - 133,900.00 - 181,200.00 USD annually