MRO Lead, Large Customer Solutions, Amazon Business

Amazon • Boston, MA

2d • Remote

About The Position

The Amazon Business MRO (Maintenance, Repair, and Operations) Lead, Large Customer Solutions is focused on transforming how Enterprise customers discover, evaluate, and purchase MRO products at scale. MRO is a critical procurement category for businesses across every industry — and Amazon Business is uniquely positioned to deliver a differentiated experience through selection breadth, competitive pricing, fast delivery, and technology-enabled buying tools. This role sits at the intersection of business development, technology, and category strategy — supporting the origination of new growth opportunities, building strategic partnerships, and executing the go-to-market approach for MRO across North America.
This role will serve as the single-threaded strategic leader for MRO across North America, owning the end-to-end vision, roadmap, and cross-functional execution required to accelerate MRO growth within Enterprise customers — spanning Industrial, Professional Contractor, and Small Business segments.

Requirements

• Bachelor's degree
• Experience structuring and negotiating complex agreements and leading cross-functional groups to orchestrate and successfully complete deals
• 5+ years in business development, strategic partnerships, or technology-driven category/market development in B2B or industrial markets
• Demonstrated ability to translate technical product capabilities into customer-facing value propositions and go-to-market materials
• Proven ability to influence executive leadership (VP/SVP level) and drive organizational alignment across matrixed teams without direct reporting authority
• Strong analytical skills with experience utilizing business intelligence tools, customer analytics, and competitive benchmarking

Nice To Haves

• B2B procurement, industrial distribution, or MRO market expertise
• Experience supporting supplier/partner ecosystems in e-commerce or marketplace environments
• Track record of contributing to strategic technology partnerships that drove measurable business growth
• Familiarity with e-procurement systems, punchout catalogs, and enterprise procurement integration patterns
• Experience leveraging AI/ML technologies to improve product discovery, matching, or recommendation systems
• Comfort operating in ambiguous environments and building consensus around strategic priorities

Responsibilities

• Define and own the multi-year MRO growth strategy and roadmap across large customers, establishing selection coverage targets, customer experience priorities, and go-to-market execution plans that align cross-functional teams toward ambitious growth objectives.
• Develop working knowledge of the MRO competitive landscape, customer buying behaviors, and industry trends.
• Create and maintain feedback loops between customers, partners, and internal product/technology teams.
• Define, monitor, and report on key business development metrics including partnership pipeline, selection coverage, deal contribution, and incremental revenue growth.
• Support QBR/MBR preparation with data-driven insights on MRO performance.
• Drive coordinated execution across Retail (selection), Vendor Management (pricing), Tech (search and buying experience), Delivery Operations (shipping coverage), Sales (deal enablement), Managed Spend (procurement integration), and Finance — serving as the single point of escalation for MRO strategic decisions and establishing regular cross-functional steering mechanisms.
• Architect the strategy to expand MRO product selection through a coordinated 1P/3P approach across key subcategories including Personal Safety, Facility Safety, Shipping & Packaging, and Facility Maintenance.
• Champion tech-enabled improvements including spec-based buying and AI-powered technical guidance to improve MRO product discovery and close the gap with traditional industrial distributors.
• Build systematic customer intelligence through MRO buyer persona development, win/loss analysis, and segment-specific value proposition frameworks.
• Create MRO deal playbooks and competitive positioning materials for field deployment.
• Mentor Account Executives and Customer Advisors on MRO-specific selling strategies.
• Support complex MRO deal execution by engaging with Enterprise procurement leaders alongside senior team members to structure solutions.
• Drive measurable improvements in MRO deal velocity and attach rates.
• Develop and execute MRO procurement integration strategy with the Managed Spend team.
• Define, monitor, and report on key program metrics including selection coverage, delivery performance, deal mix, and incremental revenue growth.

Benefits

• 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
• parental leave
• sign-on payments
• restricted stock units (RSUs)

What This Job Offers

• Job Type: Full-time
• Career Level: Senior