Sales Operations

Job description

DESCRIPTION

For more than 11 years, Amazon Web Services (“AWS”) has been the world’s most comprehensive and broadly adopted cloud platform. AWS offers over 100 fully featured services to power the infrastructure of millions of active customers, including the world's fastest growing and most successful startups. Startups are a critically important and growing subset of customers with unique needs, priorities, and growth trajectories that distinguish them from traditional businesses and require different engagement strategies and sales motions from sellers to effectively acquire, grow, and retain them long-term on the AWS platform.

To drive our sales strategy with Startup customers in Israel we are seeking a Sales Strategy and Operation (SSOE) Leader for the Startup business. This role will partner with the Startup Sales Leader for Israel to serve as their strategic adviser and will drive execution against our priorities with startup customers. The position is a part of our wider SSOE team covering all of the AWS Startup business in EMEA.

The startup team and startup customers are among the most exciting, diverse, and dynamic at AWS and we are looking for an adaptable and experienced senior leader to raise the bar of this team. In addition to a strategic advisory role, the position will hold the Startup team in Israel to a high standard by managing all rhythm of the business activities such as Monthly Business Reviews, Quarterly Business Reviews, and other cadenced reporting and metrics. The position will assist in evaluating and forecasting attainment against revenue and goals, owns field compensation topics, utilizes CRM tools to derive well-vetted analysis, and supports other ad-hoc requests and analysis as needed.

This is a hands-on position - the ideal candidate must be willing to “roll up the sleeves” as well as plan and execute on long-term strategic horizons. This position will support on day-to-day execution of the business including commission and quota plans, managing account moves, staffing operations, etc. This role must earn trust through performance and relationship building, think strategically and analytically about business challenges, and have experience in program management and an analytic background.

Key responsibilities include, but are not limited to:
• Serve as strategic adviser to the leader of Israel Startup business
• Lead the local planning process and run the operational cadence of activities including regular business reviews, Offsite strategy workshops, target planning, account/territory planning
• Provide insights via external market research and deep dives, and work backwards from the needs of specific customer segments to define strategic initiatives and develop KPIs to track progress.
• Manage operational aspects including revenue tracking and forecasting, program management, compensation, sales performance evaluation, and reporting.
• Define team and individual goals and objectives to support the overarching organizational mission and strategy.
• Prepare ad hoc analysis & participate on projects as needed.

PREFERRED QUALIFICATIONS

• Experience within a high-growth, technology company
• MBA or other advanced degree
• Highly organized, have multi-tasking skills, and efficient in ambiguous situations.
• Deep expertise and familiarity with cloud computing products, services and sales strategies.
• Track record of due diligence across business and customer segments, leading to creation of new customer sales programs to drive growth.
• Able to operate successfully in a rapidly changing and ambiguous environment.
• Able to operate successfully in a lean, fast-paced organization, and to create a vision and organization that can scale quickly.

Desired profile

BASIC QUALIFICATIONS

• Experience in a role in Operations Analytics or Sales Management
• Ability to conduct sophisticated and creative analysis of complex data and translate the results into actionable deliverables, messages, and presentations
• Experience in multi-functional domains including compensation, forecasting, territory planning, opportunity management, and organizational development.
• Demonstrated ability to define, refine and implement sales processes, procedures and policies
• Strong proficiency with Microsoft Office Suite required (extensive knowledge of Excel required)
• Excellent cross group collaboration skills.
• Bachelor’s degree is required
• Fluent in English and Hebrew