Americas Sales Operations Lead
Toronto, ON, CA
3d ago
source :


For more than 11 years, Amazon Web Services ("AWS") has been the world's most comprehensive and broadly adopted cloud platform.

AWS offers over 100 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.

Americas Sales Strategy & Operations (SSO) is a diverse team that supports the Sales, Demand Generation, Inside Sales, Solution Architects, and Business Development teams across Canada, the US and LATAM to enable AWS teams to better serve our customers in their journey to the cloud.

We are seeking a Sales Operations (Sales Excellence) Lead to partner with the head of the Americas Sales Team to define, land and execute against our strategic priorities.

This role will serve as a business partner to sales leaders to define and evolve the go-to-market strategy. 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 be responsible for leading 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.

This individual will lead potentially complex critical cross-team projects from initiation to delivery with multiple stakeholders to solve problems that enable sellers to focus their efforts most effectively and deliver successfully against high standards.

The position will define and drive the key KPIs and targets for the selling team and assist the Sales Managers in evaluating and forecasting attainment against targets, utilizing various CRM tools to derive well-vetted analysis, and other ad-hoc requests and analysis as needed.

This position will also be responsible for generating commission plans, managing the territory definitions and account movements, and calculating commissions.

A successful individual is a person that has a proven work ethic that drives the desired results. This is a hands-on position - the ideal candidate must be willing to "roll up the sleeves".

This position will work with the several stakeholders supporting the extended AWS Americas Sales organization, such as Business Development, Inside Sales, Marketing, Professional Services, 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.

Key Responsibilities include, but are not limited to :

  • Define the key sales support systems / processes required to meet the rapid growth of the business and achieve revenue attainment and market development objectives.
  • 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.
  • Manage the monthly cadenced business reporting for the business segment.
  • Develop relationships and processes with sales, partner, finance, HR, sales operations, and other stakeholders to identify and address reporting issues.
  • Assist Sales Managers in all aspects of evaluating their teams' performance.
  • Ensure accurate and timely sales commission calculations and payments.
  • Identify reporting issues, gaps in processes, and drive timely resolution.
  • Prepare ad hoc analysis & participate on projects as needed.
  • Ability to conduct sophisticated and creative analysis of complex data and translate the results into actionable deliverables, messages, and presentations

  • 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
  • Experience in multiple organizational functions such as compensation, forecasting, organizational development, etc.
  • Demonstrated ability to define, refine and implement sales processes, procedures and policies
  • Financial, analytical and communication skills.
  • Experience of Microsoft Office Suite required (extensive knowledge of Excel required)
  • Cross group collaboration skills.
  • Bachelor's degree is required

  • Experience working within a high-growth, technology company would be highly beneficial.
  • MBA or other relevant advanced degree.
  • Experience in Marketing Operations
  • Exhibits sound business judgment, a proven ability to influence others, strong analytical skills, and a proven track record of taking ownership, leading data-driven analyses, and influencing results
  • Strong written and verbal communication skills, with a track record of presenting to senior management
  • Able to operate successfully in a lean, fast-paced organization, and to create a vision and organization that can scale quickly
  • Highly organized, have multi-tasking skills, and efficient in ambiguous situations.
  • Amazon is committed to providing accommodations at all stages through recruitment and employment in accordance with applicable human rights and accommodation legislation.

    If contacted for an employment opportunity, please advise Human Resources if you require accommodation, including in order to apply for a position.

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