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Description

The AWS Go-to-Market (GTM) Sales Strategy Model Lead is a high-impact leadership position responsible for defining, executing, and optimizing go-to-market strategies across AWS’s product and service offerings. This role is central to ensuring that AWS products reach the right market segments with the most effective strategies, driving growth and market penetration. The GTM Strategy Lead will work closely with cross-functional teams, including Sales, Operations, Finance, and Product, to identify new growth opportunities, oversee launches, and improve sales and marketing effectiveness.

Key job responsibilities

- Lead the development and execution of a comprehensive of data-driven GTM frameworks, including segmentation modeling, sales coverage optimization, productivity metrics design, sales capacity planning, ensuring alignment with AWS’s overall business goals and market opportunities.

- Leverage historical performance data and market analysis to identify growth drivers, assess opportunities, build ROI models, and frameworks that inform strategic investment decisions.

- Collaborate with Sales and Operations teams to develop innovative sales models, pricing strategies, and distribution channel plans.

- Conduct ongoing market research and gather customer insights to refine GTM strategies, ensuring AWS stays ahead of market trends and competitive pressures.

- Design and implement sales enablement programs that equip the sales teams with the tools, training, and insights needed to succeed in the field.

- Establish KPIs and tracking systems to monitor the effectiveness of GTM strategies, providing regular insights and recommendations for improvement to executive leadership.

- Partner with key stakeholders across AWS, including Product, Marketing, Sales, and Operations, to ensure seamless execution of GTM plans.

- Lead efforts in market analysis and competitive intelligence, sharing insights and best practices across AWS teams.

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

- 10+ years in sales, sales operations, or marketing program management, preferably within a technology or software environment.

- 5+ years of strategic experience, either in a top-tier consulting firm or within a corporate/sales strategy function.

- Proven track record in designing and implementing GTM sales models, including experience with market segmentation, sales coverage design, channel readiness, and sales strategy.

- Understanding of B2B sales and marketing environments, with expertise in direct and indirect sales channels.

- Problem-solving, analytical, and communication skills, with the ability to synthesize complex information and raw data into actionable insights.

Preferred Qualifications

- Experience in designing and implementing annual sales planning, account selection, segmentation, or compensation strategy.

- Demonstrated ability to work effectively with senior sales leadership, aligning GTM strategies with corporate initiatives while considering change management.

- Strong analytical mindset with proficiency in business forecasting, sales reporting, and market intelligence tools.

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.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $143,400/year in our lowest geographic market up to $237,100/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.