Strategy & Sales Operations Lead, Specialist Core Services (SAT)

Application deadline: Oct 3, 2026

AWS is seeking a Specialist Strategy & Sales Operations Lead, to drive data-driven decision-making and operational excellence for the AWS Specialist and Partner organization, focused on the Infrastructure, Migration, and Modernization (IMM) Domain. As a strategic business partner to Domain leadership, the Sales Operations Lead serves as a trusted advisor who translates complex data into actionable insights, drives operational excellence, and shapes the strategic direction of sales initiatives through deep business acumen and consultative partnership.

This role is crucial in leading and scaling mission-critical frameworks, including territories and quota, goal setting, key initiatives, business reviews, forecasting, and data analysis, to inform strategic recommendations in a rapidly growing, complex environment. Serving as a strategy partner to IMM leadership, the Sales Operations Lead develops, implements, and manages sales processes, systems, and metrics to help the IMM Go-to-Market team and those involved in the sales process to increase revenue growth and customer acquisition. Proactively analyzes sales performance data and customer dynamics to identify growth opportunities and provide forward-looking strategic recommendations to leadership. Partners with stakeholders to achieve day-to-day operational excellence through sales process management, performance analysis, technology support, business reviews, operational planning, and communicating actionable insights, both verbally and in writing, while fostering strong stakeholder relationships.

As the AI-powered sales landscape continues to evolve, this role will be instrumental in leveraging the latest artificial intelligence and machine learning technologies to enhance sales processes and decision-making, ensuring responsible implementation that drives measurable business impact. The Sales Operations Lead will work closely with IMM leadership and cross-functional teams to responsibly implement and optimize AI-driven tools and workflows that augment the sales organization's productivity and effectiveness. This role requires a strategic thinker who can balance operational rigor with consultative partnership, translating data into business strategy while building trusted relationships across all levels of the organization.

• Key job responsibilities
• 1. Documents and implements standardized sales processes and metrics, including KPI definitions and goal cascades, to support operational effectiveness. This may include determining sales territories and quotas for sales teams.
• 2. Develops and manages pipeline qualification, attribution, to ensure proper distribution, and resolves attribution escalations to ensure accurate financial reporting.
• 3. Orchestrates AI-human collaboration in the sales process, and manages and optimizes AI sales intelligence tools and automated customer/partner interaction systems
• 4. Maintains sales tools data quality to ensure accurate reporting and forecasting
• 5. Implements sales workflows and automation to streamline process and improve seller efficiency
• 6. Conducts sales performance analysis on win/loss data, conversion rates, goal attainment, and/or forecast accuracy to identify potential risks.
• 7. Prepares and drives regular business reviews with insights on pipeline health, performance trends, and operational efficiency.
• 8. Acts as primary point of contact to resolve stakeholders’ requests and execute daily operational processes.
• 9. Leads sales tools training and adoption initiatives to improve utilization and productivity.
• 10. Leads cross-functional projects to improve sales efficiency and processes.
• 11. Drives escalations, gap-to-green, and/or other issues to resolution.

• About the team
• About AWS

• Diverse Experiences
• AWS values diverse experiences. Even if you do not meet all of the preferred 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.

About Sales, Marketing and Global Services (SMGS)

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.

Basic qualifications

• - 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
• - Bachelor's degree or equivalent
• - 10+ years of Microsoft Excel experience
• - 5+ years of sales operations or equivalent experience

Preferred qualifications

• - Experience using Salesforce (or other CRM tool) or BI tools
• - Experience presenting to senior leadership
• - Experience working within a high-growth, technology company
• - Experience conducting sophisticated and creative analysis of complex data and translate the results into actionable deliverables, messages, and presentations

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

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