Senior Sales Enablement & Negotiation Leader

Amazon; Bellevue (WA); On-site; USD 138,000 - 187,000; Full time

Benefits offered by this job

Health insurance

401(k) matching

Paid time off

RSUs

Job summary

Amazon Shipping is seeking a Sr. Sales Effectiveness Lead to elevate how a large sales organization sells, translating strategy into measurable seller performance improvements.

You will own customer-facing capabilities, embed Challenger principles, and build world-class negotiation and pricing guidance in close partnership with Sales, Pricing, and Finance, while staying close to the field to diagnose gaps and drive interventions.

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 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

Sales enablement

Coaching

Performance management

Training

Education

Master's degree in Education/Instructional Design

Tools

Microsoft Office

Job description

Amazon Shipping is seeking a Sr. Sales Effectiveness Lead to elevate how a large sales organization sells, translating strategy into measurable seller performance improvements.

You will own customer-facing capabilities, embed Challenger principles, and build world-class negotiation and pricing guidance in close partnership with Sales, Pricing, and Finance, while staying close to the field to diagnose gaps and drive interventions.