Sales Planning Lead - EMEA & APJ, Startups Sales Planning

Amazon Web Services (AWS) is the leading cloud provider, offering virtualized infrastructure, storage, networking, messaging, analytics, and other web computing services to customers all over the world. AWS operates a globally distributed environment at massive levels of scale, offering over 200 fully featured services to millions of active customers around the world—including the fastest-growing startups, largest enterprises, and leading government agencies—to power their infrastructure. The Sales Planning team’s mission is to design, innovate, and develop the planning experience for the Amazon Global Sales (AGS) Field Sales Operations (FSO) and the Sales teams so they can create effective plans to engage in helping customers adopt AWS cloud services throughout the year. The Startups Sales Planning team is responsible for supporting the rapidly growing Startup business globally across AWS, from Sales Leaders to Solutions Architects, Business Development leaders and everything in between. We are obsessed with delivering results for customers and supporting the Startups organization in shaping the direction of the business.

We are seeking a Startups Annual Planning (AP) Lead for EMEA and APJ, responsible for existing AP planning processes while driving net-new initiatives focused on improving scale and automation. The candidate will partner with Startup’s Sales, FSO, Strategy and Business Ops Leadership to design an AP that will deliver the business strategy. They will partner with Planning Policy, Operations and Tooling, Finance and Sales Insights and Data Science (SIADS) and Enablement teams to ensure effective and efficient execution ending with the right customers in the right place with the right targets. This is a hands-on position - the candidate must be willing to “roll up their sleeves.” However, success in this role lies beyond what is delivered today. The ideal candidate will also proactively address where elements of AP today will not scale to AP of tomorrow, in this high growth business, through design and leadership of new programs. The candidate will be responsible for the single highest-impact cadenced mechanism in AGS.

This role requires gravitas: having the inherent diplomacy skills to tackle complicated and high-stakes business challenges with senior stakeholders; thinking strategically and analytically about knowing when to couch and when to escalate in a constructive way. Strong judgment and the ability to influence are essential to success in this role and strong verbal and written communications skills are a must. The candidate will be a self-starter with a bias towards independent problem solving with conviction and tenacity, a passion for identifying and eliminating bottlenecks, and has the foresight to anticipate business needs, make trade-offs, and balance business dynamics despite constraints.

The right candidate has a strong record of delivering results on time and effectively. A demonstrated ability to influence without explicit authority is key. They should have experience managing complex global programs for sales engagement in large, multi-national, preferably tech organizations. The ideal candidate also has broad technical skills, strong financial acumen, field sales operations and sales planning experience, as well as a deep analytical background.

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.


Key job responsibilities
* Build a strategic plan for how we execute annual planning in support of the Startups organization’s business strategy.
* Write business papers and deliver recommendations to executive leadership for consideration.
* Represent the Startups Sales organization in policy design, the development of new tools and automation in support of annual planning.
* Develop innovative approaches to delivering operational solutions that scale.
* Programme manage annual planning execution.
* Identify issues and challenges related to annual planning, and drive timely resolution.

About the team
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.

BASIC QUALIFICATIONS

- Bachelor's degree or equivalent
- Experience using Microsoft Excel to manipulate and analyze data
- 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