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Description

This is a high impact role, responsible for aligning AWS customers and business goals with incentive compensation plans for thousands of global account teams and leaders. The team designs and operationalizes sales incentive plans that encourage behaviors required to achieve strategic business goals. This global role will enable accelerated growth for AWS by driving incentive compensation design across a broad set of roles and businesses. They will lead incentive compensation plan implantation across revenue, partner, global service, and tooling teams, advise policy and enablement, and use effective communications, strong relationships, and sophisticated data-driven insights to support change management. The leader for this organization should have 15+ years’ experience in Compensation Plan Design, Sales Operations, Program Management, and/or Analytics and Insights.

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 the global SMGS Sales Compensation Design & Implementation Team, responsible to execute the end-to-end program, including:

•Partner with sales leadership to develop annual incentive plan strategies aligned with financial and business objectives.

•Design sales compensation and incentive plan frameworks for front line sellers and managers supporting AWS strategic priorities and growth goals.

•Design Sales Performance Incentive Funds (SPIFs) for front line sellers and managers supporting AWS strategic priorities and growth goals.

•Conduct data-driven incentive plan analysis and make recommendations to improve plan design and sales behaviors.

•Partner with business development, sales, strategy, and deal desk teams to identify process improvement opportunities and implement solutions.

•Partner with HR on compensation policies and compliance requirements.

•Oversee the implementation of sales compensation systems and manage related projects.

•Provide guidance and training to sales managers and reps on interpreting and leveraging compensation plans.

•Monitor performance metrics to track program effectiveness and makes in-year program adjustments to address organizational shifts and business needs.

•Support the management of dispute resolution process for customer definition issues.

•Create scenario-based models to proactively identify program optimization opportunities and risks.

•Generate executive-level reporting and visualization tools.

About the team

The Sales Planning and Compensation (SPC) team is a critical partner to our global sales organization. We lead sales planning and sales compensation functions to include annual, in-year, and goals planning; policy & governance; operations; performance targets; sales compensation design and implementation; 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 accelerating growth by delivering GTM processes at scale to support thousands of sellers across numerous industries, geographies, and product lines.

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 people management experience

- Experience managing projects across cross functional teams, building sustainable processes and coordinating release schedules

Preferred Qualifications

- Experience leading teams

- Experience leading large-scale, technical or engineering programs with a proven record of thought leadership, business case development, realizing customer benefits, and successful program completion

- Experience influencing at all levels within an organization, particularly at the executive level

- Experience dealing well with ambiguity, prioritizing needs, and delivering measurable results in an agile environment

- Experience providing and effectively communicating strategic and tactical recommendations based on data

- • Advanced sales compensation design and implementation experience at the Enterprise level, with the ability to manage a team of design experts to deliver a design portfolio including core plans and SPIFs.

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 $175,200/year in our lowest geographic market up to $302,900/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.