Amazon Web Services (AWS) is the leading cloud provider, offering virtualized infrastructure, storage, networking, messaging, analytics, and other web computing services to customers all over the world. AWS operates a globally distributed environment at massive levels of scale, offering over 200 fully featured services to millions of active customers around the world—including the fastest-growing startups, largest enterprises, and leading government agencies—to power their infrastructure. Within the AWS WW Commercial Sales (WWCS) organization, the Sales Strategy and Operations team is responsible for supporting Leadership, Sales, and Operational teams in achieving organizational objectives and driving continuous improvements in field productivity. We own and deliver “run the business” (RTB) operational cadences, build new mechanisms to support organizational growth and scale, and drive organizational initiatives.
This position will be responsible for leading and evolving the Goals mechanism for AGS EMEA. As a member of the Sales Planning team, this person will drive strategic activities for the EMEA sales organization, partnering with Sales Leaders and cross-functional stakeholders to lead goal planning and management for AWS Commercial Sales organization.
This is a highly visible strategic role that will collaborate with teams across the globe, including Sales, Go-To-Market, Partner, Sales Operations, and Business Intelligence to establish goals that achieve the organization’s strategic objectives. Its an Individual Contributor role.
AWS leadership is setting global strategic goals for its business and each Geo has to translate, cascade and allocate these goals locally. The Goals lead works with local Sales leaders to set the right targets for their teams and manage the performance. This role requires a strong understanding of the AWS cloud capabilities and strategic understanding on what are the big opportunities for AWS.
The ideal candidate has experience leading strategic planning and specifically Goals or Target setting in a large organization or advising about planning at a management consulting firm. The role requires a self-starter with a bias towards independent problem solving, a passion for identifying and eliminating bottlenecks, and the foresight to anticipate business needs, make tradeoffs, and balance business dynamics despite constraints. Maturity, excellent judgment, and the ability to influence are all essential to success in this role.
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.
Key job responsibilities
• Manage the goals mechanism across the annual lifecycle
• Own gap to goals analyses (Go to Green)
• Create and scale sales strategies that drive goal attainment
• Drive cross-pollination of best practices across business segments
• Manage and influence diverse stakeholders through a planning interlock and support target setting
• Craft recommendations that inform senior leaders and champion operational efficiency
• Communicate clearly the logic and measurements of each goal
About the team
The Worldwide Commercial Sales (WWCS) 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 global Amazon Web Services (AWS) customers. Our team is responsible for supporting the rapidly growing AGS business, serving Sales Leaders to Solution Architects and everything in between. We are obsessed with delivering results for AWS customers and supporting our sales organization to shape the direction of the business and allow our sales organization to reach customers efficiently. We are a diverse, innovative team that loves translating data, insights, and anecdotes into action.
About AWS
Diverse Experiences
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- Bachelor's degree or equivalent
- Experience using Microsoft Excel to manipulate and analyze data
- 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
- English level as a native, writing and speaking
- Experience using Salesforce (or other CRM tool) or BI tools
- Experience presenting to senior leadership
- Experience working within a high-growth, technology company
- Experience in sales operations or equivalent
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