Senior Sales Operations Mgr, Go-to-Market Operations, Amazon Business

DESCRIPTION

Amazon is now reinventing on behalf of the business customer and focused on building Amazon Business (AB), the largest and most innovative Business-to-Business (B2B) marketplace in the world. We are recruiting a handful of the best of the best to make this vision a reality. B2B represents an incredible opportunity to address a vast new market segment and customer base. We are focused on building solutions to enable B2B customers to discover, research, and buy products and services from a vast selection, across multiple devices, marketplaces, and regions. Our B2B customers have different needs than the traditional Amazon customer, and thus we have to reinvent everything from how we display our selection, price our products, and provide the right customer experience.

Key job responsibilities
The AB Go-to-Market Operations (GTMO) team is a diverse and dynamic team that works across all functions of the organisation to help drive critical strategic and operational initiatives. AB is seeking a Senior Sales Operations Manager that will play a key role in developing strategy, process, and analytics to drive key decision making. As Senior Sales Operations Manager, you will be a key member of the team optimising day-to-day decision making as well as flexing to tackle some of the most important strategic decisions in AB. This is a high visibility and influential role, working directly with country managers and sector leaders. We are looking for candidates that can combine expertise in business planning, change management, and cross-functional execution.

The GTMO Team is responsible for managing the rhythm of the Customer Advisors activities such as weekly, monthly, and quarterly metric reviews, as well as forecasting and pipeline management, data quality and accuracy, and systems/tool development. The Senior Sales Operations Manager will increase the productivity of our Customer Advisor team through process improvement and operational excellence creating a step change in performance. This individual will own core products and programs covering everything from defining local market strategies and priorities through to driving operational excellence in the day-to-day execution of the business. This is a hands-on position - the ideal candidate must be willing to roll up their sleeves.

The individual will need to collaborate effectively with internal stakeholders and cross-functional teams to solve problems, enable business performance for a rapidly expanding team and product offering, create operational efficiencies, and deliver successfully against high organisational standards. The ideal candidate has strong financial acumen, a deep analytic background with critical thinking and problem-solving skills to ensure the continued growth and success of the business. The individual must have experience in sales performance management, calling upon their experiences in Salesforce CRM systems, sales quota and territory assignment, and analytics to assist in supporting a world-class Sales team.

Key job responsibilities
• Deliver against the AB EU GTMO goals and objectives to support the overarching organisational mission and strategy.
• Define the key support systems/processes required to meet the rapid growth of the business and achieve revenue and productivity objectives.
• Drive core Sales Operations processes, such as sales performance management and data issue resolution.
• Analyse processes and mechanisms for sub-optimal performance, with a focus on defect reduction and productivity. Identify root causes of problems and make recommendations for solutions.
• Manage the development of continuously-evolving forecast models and methodologies, owning the quantitative analysis of the performance of our sales team, customers, prospects, partners, markets, and products/services.
• Equip Customer Advisors in all aspects of evaluating their teams' performance, and drive the weekly, monthly, quarterly, and business review cadence.
• Develop relationships and processes with Customer Advisors, BI, Finance, HR, Marketing, and other stakeholders to identify and address reporting issues.
• Conduct ad-hoc analysis and participate in projects as needed.

BASIC QUALIFICATIONS

- Master's degree or equivalent
- Experience with feature delivery and tradeoffs of a product
- Experience in product or program management, product marketing, business development, or technology
- Previous experience in sales strategy creation or sales operations management is essential, especially experience with presenting data-driven analysis to senior management.

PREFERRED QUALIFICATIONS

- Experience working across functional teams and senior stakeholders
- Experience in quantitative and qualitative research