Senior Sales Excellence Lead: Challenger & Negotiation

Amazon; New York (NY); On-site; USD 152,000 - 206,000; Full time

Job summary

Amazon Shipping is seeking a Sr. Sales Effectiveness Lead to elevate how a large sales force engages customers.

You will own discovery, value articulation, pricing strategy alignment, and negotiation coaching, embedding Challenger principles into daily seller activities and cross-functional collaboration with Pricing and Finance. You will stay close to field transactions, observe calls, diagnose gaps, and implement targeted interventions through coaching, simulations, and role-play to raise

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

MS Office

Training & Coaching

Sales Enablement

Sales Diagnostics

Commercial Strategy Translation

Education

Master’s in Education/Instructional Design or related

Job description

Amazon Shipping is seeking a Sr. Sales Effectiveness Lead to elevate how a large sales force engages customers.

You will own discovery, value articulation, pricing strategy alignment, and negotiation coaching, embedding Challenger principles into daily seller activities and cross-functional collaboration with Pricing and Finance. You will stay close to field transactions, observe calls, diagnose gaps, and implement targeted interventions through coaching, simulations, and role-play to raise