Sales Strategy & Operations Leader, Energy BU

Amazon.Com, Inc. Houston , TX 77020

Posted 2 months ago

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. Within AWS, the Energy Industry Business Unit (IBU) is responsible for supporting the multi-national enterprise organizations from the Energy sector in their journey to the cloud. Energy IBU is a diverse organization comprised of Global Account Managers, Inside Sales Account Managers, Solution Architects, Customer Solutions Managers, Go-to-Market professionals, Partner Sales Managers and Sales Operations professionals situated across the globe. We are a team of builders that set out every day to innovate on behalf of AWS's largest customers and disrupt the status quo on their behalf. We don't sit back and watch the world change; we're the ones changing it. And we are on the hunt for curious and inventive builders who want to join a team where every day is full of challenging and meaningful work.

The AWS Energy IBU is seeking an experienced Sales Strategy & Operations Leader to partner with the VP of Sales to define, land and execute against the organization's strategic priorities. This role is the "COO of Sales", responsible for everything from helping the Sales Leader define local market strategies and programs through to the day to day execution of the business operations. This role serves as the trusted advisor to the Energy Leader and his leadership team, supporting their business operations both tactically and strategically.

The Sales Strategy & Operations Leader has four key priorities: 1) defining, landing and executing the strategic initiatives of the Energy IBU; 2) managing the Energy IBU's operating cadence of activities; 3) leading the Energy IBUs annual planning activities; and 4) managing all day-to-day sales operation execution activities. The Sales Strategy & Ops Leader is an expert in key operational activities, including but not limited to sales forecasting, revenue routing, territory design, sales incentive compensation, quota setting, opportunity pipeline management, annual territory planning, goals setting and organizational planning. The Sales Strategy & Operations Leader should be familiar with the Energy industry, or have a strong interest and drive to develop a deep subject matter expertise of the Energy Industry.

Key responsibilities include, but are not limited to:

  • Serving as the Chief Operating Officer of the Energy organization.

  • Hire & develop a team of Sales Operations professionals

  • Sales forecasting - manage the development of continuously-evolving forecast models and methodologies. Own the quantitative analysis of the performance of our sales team, our customers, our prospects, partners, markets, and products/services.

  • Opportunity management - establish and reinforce the pipeline opportunity tracking standards, ensuring the organization adheres to a high standard of quality of the information captured in the CRM.

  • Goal setting and reporting - establish mechanisms, tools and processes for setting and reporting on the multi-tiered organizational goals; leadership, management and individual contributor goals. Facilitate interlocks to ensure ongoing consistency in goal definition and measurement between cross-functional teams' and the sales organization's goals.

  • Incentive Compensation - ensure accurate and timely sales commission calculations and payments. Facilitate compensation escalations and contribute to the ongoing evolution and improvement in sales compensation plans, systems and processes.

  • Annual operations planning, including territory design, customer segmentation, international teaming agreements, headcount management, account ownership transition facilitation, account planning and more

  • Annual and long-range business planning support, including the Business Acceleration Mechanism, Operating Plan (OP1 and OP2), Operating Strategy, and more.

  • Operating cadence - institute and participate in a cadenced rhythm of the business for the organization, including forecast calls, pipeline reviews, goals reviews, monthly business reviews (MBRs), quarterly business reviews (QBRs), account planning, leadership team meetings, annual planning and beyond.

  • Drive evolution and enhancement of operations tools and processes - actively contribute to the ongoing evolution of the AWS sales systems, tools and process roadmap discussions with Operations leadership. Serve on working groups or lead work streams aimed at automation and enhancement of your immediate and broader business processes.

  • Ad-hoc analysis and project based work

The ideal candidate has strong leadership skills, broad technical skills, a developed financial acumen and a deep analytical background. They are a strategic thinker. They are intimately familiar with the sales motions, sales processes, and the seller behaviors and may have been an Account Executive or Sales Leader in the past. The ideal candidate is self-motivated and skilled at working cross-functionally with a variety of internal stakeholders. This is a hands-on role; a successful candidate must be willing and eager to "roll up their sleeves".

  • Bachelor's degree in Business Administration, Finance, Economics, Engineering or a related field

  • 10+ years of leading a divisional Sales Operations, Sales Excellence, Sales Finance or similar function for a fast-paced sales organization

  • 7+ years of people management experience, including leading geographically dispersed teams

  • Advanced proficiency with Microsoft Office Suite, particularly Microsoft Excel

  • Demonstrated experience working with sales incentive compensation, sales forecasting, territory design, quota setting, and opportunity management

  • Excellent written and verbal communication skills

  • Strong prioritization skills, including leading multiple initiatives at the same time

  • MBA or similar relevant advanced degree is preferred

  • 15+ years of leading a divisional Sales Operations, Sales Excellence, Sales Strategy or Sales Finance functions for a fast-paced sales organization.

  • Advanced understanding of the sales methodologies, what drives sales behavior and how sales processes work

  • Demonstrated ability to operate with significant autonomy and discretion and influence a broad range of stakeholder teams

  • Demonstrated ability to lead business process design and improvement initiatives, automate operational tasks, and prioritize time for high business impact activities (long and short term)

  • Strong problem-solving skills and a proactive work ethic

  • Able to operate successfully in a lean, fast-paced organization

  • Highly organized with multi-tasking skills; efficient in ambiguous situations

  • Demonstrated ability to work across organizational boundaries

Amazon is an Equal Opportunity Employer - Minority / Women / Disability / Veteran / Gender Identity / Sexual Orientation / Age


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Sales Strategy & Operations Leader, Energy BU

Amazon.Com, Inc.