Senior Sales Enablement Lead, Negotiation & Value

Amazon; Irvine (CA); On-site; USD 138,000 - 187,000; Full time

Job summary

Amazon Shipping is building a high-growth business designed to transform how companies think about parcel delivery. As our Business Development organization scales, we are raising the bar on how our sellers show up with customers—from initial discovery and executive conversations through complex pricing discussions and negotiations.

We are looking for an exceptional Sr. Sales Effectiveness Lead who is obsessed with improving how a large sales organization sells and can translate commercial

Qualifications

• 3+ years of Microsoft Office products and applications experience.
• Experience in training, performance management and coaching/mentoring.
• 7+ years of experience in sales enablement, sales effectiveness, commercial excellence, sales training, or a related field supporting B2B sales organizations.
• Experience diagnosing sales performance and capability gaps using a combination of field observation, seller and leader feedback, deal analysis, and performance data.
• Experience translating sales methodologies and commercial strategies into practical seller behaviors, coaching mechanisms, and scalable development programs.

Responsibilities

• Own the sales effectiveness strategy for Amazon Shipping's Business Development organization, defining and continuously raising the standard for customer-facing selling.
• Diagnose seller capability gaps using customer-call observation, deal and negotiation inspection, performance data, seller feedback, and direct partnership with Sales leaders.
• Embed Challenger and Framemaking into how BDs discover customer needs, create differentiated perspectives, articulate value, handle objections, and advance opportunities.
• Build and lead negotiation capability across the organization, including negotiation strategy, buyer psychology, value defense, anchoring, concession management, and give-get techniques.
• Partner with Pricing and Finance to translate pricing strategy and commercial economics into practical guidance that helps BDs navigate pricing conversations and protect value.
• Support complex and high-value customer negotiations by helping BDs prepare negotiation strategies, anticipate customer positions, identify leverage, plan concessions, and respond effectively under pressure.
• Design and facilitate high-impact sales development through simulations, role-play, deal-based practice, coaching, certifications, and other mechanisms that replicate real customer situations.
• Equip Sales leaders with practical coaching mechanisms and tools that reinforce effective selling behaviors in the field.
• Measure effectiveness through observable changes in seller behavior, negotiation outcomes, pricing discipline, sales effectiveness, and commercial performance.

Skills

MS Office

Training & Coaching

Sales Enablement

Performance Analysis

Sales Methodologies

Education

Master's degree or equivalent in Education, Instructional Design, or a related field

Job description

Amazon Shipping is building a high-growth business designed to transform how companies think about parcel delivery. As our Business Development organization scales, we are raising the bar on how our sellers show up with customers—from initial discovery and executive conversations through complex pricing discussions and negotiations.

We are looking for an exceptional Sr. Sales Effectiveness Lead who is obsessed with improving how a large sales organization sells and can translate commercial