What are the responsibilities and job description for the Global Sales Ops Program Leader, SMGS Global Sales Planning & Compensation position at Amazon Web Services?
DESCRIPTION
Application deadline: Dec 19, 2025
This is a high impact role, responsible for leading the development, implementation, and management of a critical sales planning program – manage AWS customer data and the associated go-to-market strategy and operations requirements. Executed successfully, this program will enable AWS to develop and operationalize a holistic customer intelligence capability to define a customer across geography, segments, acquisitions, and industries, and map the relationship between customers and partners.
Ultimately, this program will impact how resources are allocated to customers to maximize customer experience and the growth of our business. This global role will enable accelerated growth for AWS by leading processes across a broad set of stakeholders including business leaders, sales planners, field operations, and central operations teams.
They will advise tooling partners on business requirements, and they will use effective communications, strong relationships, and sophisticated data-driven insights to support change management.
The leader for this program should have 15 years’ experience in Sales Planning or Sales Operations. We are especially looking for builders – people who understand what it takes to build a capability and know how to implement scalable solutions and mechanisms – to serve in a rapidly growing and dynamic team. This leader will be able to work backwards from business strategies, and is able to invent and simplify. As part of this role, this leader will be engaging with stakeholders across many global AWS teams and partners and will be expected to build trust through understanding.
Key job responsibilities
You are the Single Threaded Leader of a global SMGS sales operation program, with a matrixed team that you lead to develop and execute the end-to-end program to: 1) effectively define end-customers and partners into a new data structure and execute AWS-wide updates for all business units, 2) develop AWS policy to support this program – access, governance, management; and 3) lead the change management and communications process.
You collaborate and influence business owners and executives in the development and expansion of this program, and support data-driven decision-making. You adapt to a rapidly-evolving environment and bring excellent verbal and written communication skills, and will be an integral part of the SMGS Ops team, partnering closely with a broad range of stakeholders. You actively recruit bar-raising talent and continuously develop your team.
You demonstrate strengths in problem solving, analytics, issue-resolution, ability to work in a deadline-driven work environment, attention to detail, and ability to multitask. You identify, resolve, or provide guidance to resolve complex issues. This role leads a matrixed (dotted line) global team of sales planners, FSOs, Planning Tools, Data Management, Econometrics, Finance, and Revenue experts from across the business.
About the team
The Global Sales Planning and Compensation (GSPC) team is a critical partner to our global sales organization. We lead: annual, in-year, and goals planning; policy & governance; operations; performance targets; sales compensation design; and communications & enablement to motivate and guide our field teams to achieve strategic business goals. As AWS continues its rapid growth, this team plays an important role in scaling processes to support thousands of sellers across numerous industries, geographies, and product lines. Your expertise and leadership will help take this team to the next level.
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.
This is a high impact role, responsible for leading the development, implementation, and management of a critical sales planning program – manage AWS customer data and the associated go-to-market strategy and operations requirements. Executed successfully, this program will enable AWS to develop and operationalize a holistic customer intelligence capability to define a customer across geography, segments, acquisitions, and industries, and map the relationship between customers and partners.
Ultimately, this program will impact how resources are allocated to customers to maximize customer experience and the growth of our business. This global role will enable accelerated growth for AWS by leading processes across a broad set of stakeholders including business leaders, sales planners, field operations, and central operations teams.
They will advise tooling partners on business requirements, and they will use effective communications, strong relationships, and sophisticated data-driven insights to support change management.
The leader for this program should have 15 years’ experience in Sales Planning or Sales Operations. We are especially looking for builders – people who understand what it takes to build a capability and know how to implement scalable solutions and mechanisms – to serve in a rapidly growing and dynamic team. This leader will be able to work backwards from business strategies, and is able to invent and simplify. As part of this role, this leader will be engaging with stakeholders across many global AWS teams and partners and will be expected to build trust through understanding.
Key job responsibilities
You are the Single Threaded Leader of a global SMGS sales operation program, with a matrixed team that you lead to develop and execute the end-to-end program to: 1) effectively define end-customers and partners into a new data structure and execute AWS-wide updates for all business units, 2) develop AWS policy to support this program – access, governance, management; and 3) lead the change management and communications process.
You collaborate and influence business owners and executives in the development and expansion of this program, and support data-driven decision-making. You adapt to a rapidly-evolving environment and bring excellent verbal and written communication skills, and will be an integral part of the SMGS Ops team, partnering closely with a broad range of stakeholders. You actively recruit bar-raising talent and continuously develop your team.
You demonstrate strengths in problem solving, analytics, issue-resolution, ability to work in a deadline-driven work environment, attention to detail, and ability to multitask. You identify, resolve, or provide guidance to resolve complex issues. This role leads a matrixed (dotted line) global team of sales planners, FSOs, Planning Tools, Data Management, Econometrics, Finance, and Revenue experts from across the business.
- Leads the program to develop and operationalize a holistic customer intelligence capability to define a customer across geography, segments, industries, etc., and map the relationship between customers and partners.
- Manages the end-to-end program, including tooling requirements, policy & governance, reporting, and stakeholder engagement.
- Develop consistent and common global policies, processes, reporting, metrics, enablement, and communications for program execution.
- Monitors performance metrics to track program effectiveness and makes in-year program adjustments to address organizational shifts and business needs.
- Supports the management of dispute resolution process for customer definition issues.
About the team
The Global Sales Planning and Compensation (GSPC) team is a critical partner to our global sales organization. We lead: annual, in-year, and goals planning; policy & governance; operations; performance targets; sales compensation design; and communications & enablement to motivate and guide our field teams to achieve strategic business goals. As AWS continues its rapid growth, this team plays an important role in scaling processes to support thousands of sellers across numerous industries, geographies, and product lines. Your expertise and leadership will help take this team to the next level.
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
- 7 years of sales operations or sales strategy in a mid-to-large-scale tech company experience
- Bachelor's degree in Business Administration, Finance, Economics, Computer Science, or a related field
- Experience in sales operations or sales strategy in a mid-to-large-scale tech company
- Experience conducting sophisticated and creative analysis of complex data and translate the results into actionable deliverables, messages, and presentations
- Experience in multiple organizational functions such as compensation, forecasting, organizational development or equivalent
- Experience with Microsoft Office products and applications
PREFERRED QUALIFICATIONS
- Experience developing and implementing systems and tools utilized for CRM, variable compensation, revenue reporting, forecasting, sales force automation or equivalent
- Experience with program management spanning planning, execution and project delivery
- Experience working within a high-growth, technology company
- Master's degree or equivalent
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. For salaried roles, your Amazon package will include listed 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/us-benefits-and-stock.
Colorado $159,400 - $215,600 annually
National $143,400 - $237,100 annually
Salary : $143,400 - $237,100