Specialist Strategy & Sales Operations Lead, Specialist Strategy & Sales Operations

Amazon Inc.; Sydney; On-site; AUD 150,000 - 230,000; Full time

Job summary

Amazon Web Services Australia Pty Ltd seeks a Specialist Strategy & Sales Operations Lead to drive data-driven decision-making and operational excellence for the ASP organization. You will partner with ASP leadership to translate data into strategic sales actions and shape initiatives across territories, quotas, forecasting, and performance reviews.

You’ll lead AI-human collaboration in sales, manage tools, workflows, and data quality, and deliver insights to leadership to grow revenue and

Qualifications

• 5+ years of sales operations or equivalent experience.
• Experience defining, refining and implementing sales processes, procedures and policies.
• Experience in data-driven decision making and cross-functional collaboration.

Responsibilities

• Documents and implements standardized sales processes and metrics, incl. territories and quotas.
• Develops and manages pipeline qualification and attribution; resolves attribution escalations for accurate reporting.
• Orchestrates AI-human collaboration in the sales process and manages AI tools.
• Maintains sales tools data quality for accurate reporting and forecasting.
• Implements sales workflows and automation to improve seller efficiency.
• Conducts sales performance analysis on win/loss data and forecast accuracy.
• Prepares and drives regular business reviews with insights on pipeline health and trends.
• Acts as primary contact to resolve stakeholder requests and daily processes.
• Leads sales tools training and adoption to improve productivity.
• Leads cross-functional projects to improve sales efficiency.
• Drives escalations and issues to resolution.

Skills

Microsoft Excel

Sales analytics

Data storytelling

Education

Bachelor's degree in Business, Finance, Economics, CS, Engineering or related field

Tools

Salesforce

BI tools

Job description

Specialist Strategy & Sales Operations Lead, Specialist Strategy & Sales Operations

Job ID: 10553987 | Amazon Web Services Australia Pty Ltd

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 Specialist and Partner Organization (ASP). As a strategic business partner to ASP 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 ASP leadership, the Sales Operations Lead develops, implements, and manages sales processes, systems, and metrics to help the ASP 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 ASP 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.

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.

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.

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

• 5+ years of Microsoft Excel experience
• Bachelor's degree in Business Administration, Finance, Economics, Computer Science, Engineering, or related field
• Experience defining, refining and implementing sales processes, procedures and policies or equivalent
• 5+ years of sales operations or equivalent experience

Preferred Qualifications

• Experience working within a high-growth, technology company
• Experience using Salesforce (or other CRM tool) or BI tools
• Experience communicating and presenting to senior leadership

Acknowledgement of country:

In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.

IDE statement:

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

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status. Veterans, military spouses, and people with disabilities are encouraged to apply.