GSI Field Sales Operations Lead

Arlington, VA
Oct 12, 2021
Oct 14, 2021
Full Time
DESCRIPTIONOpen to hiring candidates in Arlington, VA (HQ2) or Seattle, WA (HQ1)The Americas Sales Strategy, Operations & Enablement (SSOE) team is building the future of sales. We operate with a startup mentality, build mechanisms that scale, and innovate solutions on behalf of our customers. Our team is responsible for supporting the rapidly growing Americas Commercial Sales business, from Sales Leaders to Solutions Architects and everything in between. We are obsessed with delivering results for customers and supporting sales organizations to shape the direction of the business. We are a diverse, innovative team that loves translating data, insights, and anecdotes into action.The Americas Sales Strategy, Operations and Enablement (SSOE) team is seeking a driven, talented and experienced Sales Operations Lead to partner with the Global System Integrators (GSI) focused on increasing adoption of Amazon Web Services. This candidate will be a key business stakeholder and partner for the sales leadership of this organization. This sales organization is at a critical inflection point in its charter within the Americas, and this candidate will play a key role in supporting the go-to-market strategy of this team in partnership with the sales leadership team and the GSI SSOE Leader. This candidate would be expected to work cross functionally to help this organization successfully land and execute against these strategic priorities. We are looking for a motivated self-starter who can navigate effectively in a matrixed environment to drive business results.This candidate will support the rhythm of the business activities such as Annual Planning Cycles, Monthly Business Reviews, Quarterly Business Reviews, and other cadenced reporting and metrics for this team, and will work with Sales Operations Leadership across the Americas, to ensure the impact of this sales team is integrated effectively.This candidate will be expected to drive predictable reporting, analyze business trends and make business recommendations to senior management based on these analyses - all in an environment of rapid growth and increasing complexity. This role will also lead the strategic definition of the key sales support systems and processes to meet the growth trajectory of the business and achieve the revenue and market development objectives. The ideal candidate has strong business and financial acumen, broad technical skills, sales and marketing expertise and a deep analytic background.This position will work with the several stakeholders supporting the extended AWS Americas Sales organization, such as Cloud Sales Center, Marketing, and the Partner team. The individual must have the ability to communicate effectively across multiple technical and non-technical business units, as well as across other geographies.The candidate will play a key role in influencing the strategic vision and processes for end to end execution of territory planning and account alignment of the sellers in this organization, sales compensation management, headcount planning, and revenue and goals planning. This candidate will also assist the Sales Managers in evaluating attainment against key performance goals utilizing various CRM tools to derive well-vetted analysis, and other ad-hoc requests. This is a highly visible area of the business - the ideal candidate should demonstrate a keen sense of Bias for Action and Invent & Simplify.Key Responsibilities include, but are not limited to:* Business Partner to Sales Leadership for Americas Greenfield Sales* Work with senior sales leadership to support and help define the go-to-market strategy of this sales team organization* Work cross functionally to land and execute these priorities* Support the management cadence for the business* Develop routine and ad-hoc analytic reports to senior management regarding business development initiatives, customer segment performance, performance against goals, etc. Ensure reports contribute to business insight and decision-making,* Lead America's wide initiatives across the Americas SSOE team and be an active participant of this team organization.* Develop relationships and processes with sales, partner, marketing, business development, professional services, finance, HR, sales operations, and other stakeholders to execute the operational priorities* Assist Sales Managers in all aspects of evaluating their teams' performance.* Identify reporting issues, gaps in processes, and drive timely resolution.Inclusive Team CultureHere at AWS, we embrace our differences and view them as a key driver of innovation. We are committed to furthering our culture of inclusion. We have ten employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. We have innovative benefit offerings, and we host annual and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences. Amazon's culture of inclusion is reinforced within our 14 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.Work/Life HarmonyWork and Life balance looks different from person to person. Our team is dispersed across North America and stays connected through virtual meetings, calls and emails. We work hard each day in a fast paced dynamic environment, but value the need for downtime to unplug and recharge. We want employees who enjoy what they do, and do what they enjoy at work, at home and beyond. We encourage our team members to partner with their managers to strike the right balance.Mentorship & Career GrowthWe're committed to the growth and development of every member of the SSOE team. You will have the opportunity to contribute to the culture and direction of the entire org and deliver initiatives that make an impact and allow you to build your skills. Your manager will be there to help support your career advancement and help you explore ways to develop. We also encourage curiosity and ownership of self-service learning opportunities within our internal education center.AWS is a growth environment - we're hiring and scaling rapidly to meet the needs of our internal and external customers. You'll have the opportunity to grow your scope of influence naturally as we scale and will have the opportunity to help hire & develop other leaders along the way.BASIC QUALIFICATIONS* At least 5+ years of leading a divisional Sales Operations function or similar responsibilities supporting a mid-to-large scale multi-geographical hi-tech Sales Organization* Demonstrated ability to define, refine and implement sales processes, procedures and policies.* Experience in multiple organizational functions such as compensation, forecasting, organizational development, etc.* Experience with Microsoft Office Suite required (advanced knowledge of Excel required)* CRM experience with Salesforce* Bachelor's degree is requiredPREFERRED QUALIFICATIONS* Experience working within a high-growth, technology company would be highly beneficial.* MBA or other relevant advanced degree.* Able to operate successfully in a lean, fast-paced organization, and to create a vision and organization that can scale quickly.Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, visit

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