GTM Intelligence Lead, Sales Strategy and Business Operations, AWS WWPS

Amazon Web Services (AWS); Arlington (VA); On-site; USD 134,000 - 181,000; Full time

Benefits offered by this job

Health insurance

401(k) matching

Paid time off

Parental leave

Job summary

Amazon Web Services, Inc. seeks a GTM Planning Lead to drive data-driven GTM strategy and analyses for Worldwide Public Sector sales.

The role combines econometric analyses with strategic planning to shape territory design, coverage models, and initiative evaluation, partnering with Finance and sales leadership. The successful candidate will own multiple analytical workstreams, develop data pipelines and dashboards, and translate findings into executive-ready business cases for senior leaders

Qualifications

• Proven ability to perform advanced quantitative analyses and translate results into actionable insights.
• Experience owning analytical programs end-to-end: scoping questions, designing methodology, delivering recommendations.
• Strong background in regression, hypothesis testing, and causal inference applied to business problems.

Responsibilities

• Design econometric analyses to quantify how territory composition affects pipeline and sales outcomes.
• Own the WWPS Coverage Segment Implementation Framework for territory design parameters.
• Build and maintain data repositories and conduct territory inspections ahead of planning cycles.
• Measure GTM initiative effectiveness using control groups and rigorous methodologies.
• Develop productivity metrics and benchmarking for quarterly leadership reviews.
• Synthesize analyses into executive-ready narratives for leadership decisions.
• Collaborate with Geo GTM, Sales Operations, FSO, Enablement, and industry experts to validate findings.

Skills

Microsoft Excel

Quantitative analysis

Regression analysis

Statistical methods

CRM tools

Education

Bachelor's degree in a quantitative field

Master's degree in econometrics, statistics, or related field

Tools

Salesforce

BI tools

Job description

Description

Amazon Web Services (AWS) is seeking a GTM Planning Lead to drive data-driven Go-to-Market (GTM) strategy and analysis within the Worldwide Public Sector (WWPS) Sales organization. This role sits at the intersection of statistical analysis and GTM strategy, translating complex data into actionable insights that shape how WWPS designs territories, measures the effectiveness of coverage models, and evaluates emerging strategic initiatives.

The Successful Candidate Will Own Three Interconnected Analytical Workstreams

• Territory Design & Coverage Segmentation Analytics: Leading the quantitative analysis that underpins WWPS territory design decisions. This includes econometric regression analyses measuring how territory composition (industry purity, coverage segment purity) drives pipeline creation, building and maintaining implementation frameworks, and developing data packs that translate coverage frameworks into territory-level parameters for each division.
• GTM Strategy Effectiveness Measurement: Designing and executing analytical studies that measure the impact of strategic GTM initiatives—such as FinOps strategic engagement, partner-led indirect sales motions, and greenfield coverage models—using control group methodologies and statistical rigor to quantify what is working and inform investment decisions.
• Productivity Analysis & Benchmarking: Partnering with Finance to develop and refine productivity metrics frameworks, contributing to quarterly productivity reviews with senior leadership, and bench-marking seller performance across coverage segments, industries, and geographies to surface insights that drive operational improvements.

Key job responsibilities

• Design and execute econometric analyses (regression, Shapley value decomposition) to quantify how territory composition variables—segmentation, industry, territory size—drive pipeline creation and sales outcomes across WWPS territories.
• Own the WWPS Coverage Segment Implementation Framework, translating coverage segmentation principles into territory design parameters, benchmarks, and implementation guidance for each division.
• Build and maintain data repositories and conduct territory inspections with stakeholders ahead of annual planning cycles.
• Design analytical studies measuring the effectiveness of strategic GTM initiatives using control group methodologies to isolate impact and inform investment decisions.
• Develop and review productivity metrics and bench-marking frameworks, contributing to quarterly reviews presented to GTM leaders and division leadership.
• Synthesize complex analyses into executive-ready narratives and business cases for division leaders, informing coverage strategy decisions, emerging GTM investments, and opportunity prioritization.
• Collaborate cross-functionally with Geo GTM leaders, Sales Operations, FSO, Enablement, and industry specialists to validate findings and integrate analytical insights into territory design and sales motions.
• Develop and maintain data pipelines, dashboards, and analytical tooling enabling territory purity tracking and coverage segment monitoring at scale.

About The Team

The WWPS Sales Strategy and Business Operations (SSBO) team enables the Worldwide Public Sector organization to operate at scale. The Strategic Planning & Insights (SP&I) team within SSBO designs the data and analytical frameworks that help WWPS sales teams focus on the highest-impact opportunities across Healthcare, Education, Government, National Security, and Nonprofit verticals.

The GTM Planning workstream within SP&I drives territory design decisions, measures the effectiveness of coverage models and GTM strategies, and provides data-backed insights that inform how WWPS allocates resources. We combine statistical rigor with business context to ground recommendations in evidence.

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

• 10+ years of Microsoft Excel experience
• Experience conducting sophisticated and creative analysis of complex data and translate the results into actionable deliverables, messages, and presentations
• Bachelor's degree in a quantitative field (engineering, economics, math, and statistics), business or equivalent
• Demonstrated expertise in quantitative analysis and statistical methods (regression analysis, hypothesis testing, causal inference) applied to business problems
• Experience owning analytical programs end-to-end: scoping the question, designing the methodology, executing the analysis, and delivering actionable recommendations

Preferred Qualifications

• Experience using Salesforce (or other CRM tool) or BI tools
• Experience presenting to senior leadership
• Master's degree in econometrics, statistics, industrial engineering, operations research, optimization, data mining, analytics, or equivalent quantitative field, or Master's degree or equivalent and 3+ years of machine learning/statistical modeling data analysis tools and techniques, and parameters that affect their performance experience
• Advanced analytical skills including econometric modeling, Shapley value decomposition, or machine learning techniques applied to sales/GTM optimization
• Experience with territory design, sales capacity planning, or coverage model analysis in a technology or enterprise sales environment
• Track record of designing and executing controlled studies (A/B tests, natural experiments, control group analyses) to measure program effectiveness
• Experience in multi-stakeholder management, translating technical analytical findings for non-technical senior leaders across distributed organizations

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.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, TX, Austin - 133,900.00 - 181,200.00 USD annually

USA, VA, Arlington - 133,900.00 - 181,200.00 USD annually

USA, VA, Herndon - 133,900.00 - 181,200.00 USD annually

Company

Amazon Web Services, Inc.

Job ID: A10565744