Description Amazon Web Services (AWS) is the pioneer and recognized leader in Cloud Computing. Our web services provide a platform for IT infrastructure in-the-cloud that is used by hundreds of thousands of developers and businesses around the world. These customers range from start-ups to leading web companies to Global 500 companies in every major industry. Increasingly, these companies are looking at AWS not just as a technology provider, but as a strategic partner that can speed their ability to innovate in the fast and ever-changing digital economy. The AWS Worldwide Commercial Sales Strategy and Operations organization is looking for a Strategy & Planning Principal to lead and evolve the global customer segmentation and coverage model for direct customer coverage. This candidate will partner closely with finance, regional and area sales operations, as well as sales leaders to better understand the customer journey and AWS adoption, gather best practices, conduct analysis and ultimately determine how to apply these learnings at scale into the Go-to-Market model. The focus of projects and analysis may span customer segments, adjacent and supporting customer coverage, total market and customer spend analysis, customer definition and hierarchy, and other projects in support of our sales model and investment strategy. The role will also be responsible for building in-depth analysis to assess and support changes to the model or model inputs. This role will work across the organization to ensure critical foundational elements are in place, scalable, and evolving to support the model as it changes. This includes defining and providing input into strategic programs, processes and tooling as needed, as well as helping to define metrics. As needed, this position will work on sales strategy and transformation projects across the broader Sales Model Design & Go-to-Market team in support of the AWS Commercial Sales organization. The ideal candidate earns trust through performance and relationship building, thinks strategically, acts tactically, writes effectively, and displays strong analytical capabilities coupled with financial acumen and critical thinking skills. The candidate will be a self-starter with a passion for identifying issues, providing structure around ambiguity, simplifying where there's complexity, and the ability to anticipate business needs, make trade-offs, and balance business dynamics despite constraints. You should have experience managing complex global programs for in support of sales functions in large, multi-national, preferably tech organizations. Key job responsibilities - Support the definition, enhancement and implementation of a global customer segmentation and account coverage model. - Develop models and analysis, conduct internal and external research and synthesize learnings to support recommendations that drive change to the sales model or in support of strategic GTM programs and transformation initiatives. - Define performance measures and reporting requirements, working individually and with analysts, to evaluate effectiveness of GTM models, programs and initiatives. - Partner and collaborate with Sales, Business development, Finance, Operations, Enablement and other key stakeholder groups; influence effectively across all areas and levels of the organization. - Identify issues and challenges related to sales strategy projects, and drive timely resolution. - Lead strategy projects as needed. 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. GSO2024 Basic Qualifications - Bachelor's degree or equivalent - 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 Preferred Qualifications - Experience using Salesforce (or other CRM tool) or BI tools - Experience presenting to senior leadership Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us. Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $120,500/year in our lowest geographic market up to $199,300/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.