Principal Business Operations - Pipeline Lead, AGS Business Operations

Amazon • Austin, TX

31d

About The Position

AWS Global Sales Operations is seeking an exceptional Principal Business
Operations professional to own and drive the Pipeline Mechanism for our global
sales organization spanning 7+ Geo/BUs worldwide. This individual contributor
role will be instrumental in transforming how AGS manages pipeline
effectiveness, directly impacting our ability to support our growth objectives.

As the owner of the Pipeline Mechanism within our ROTB 2.0 framework, you will
design, implement, and continuously optimize the systems that ensure AGS
strategically aligns sales activities with revenue goals across all customer
segments worldwide. You will partner closely with Senior Sales Leadership,
Business Intelligence, Finance, Sales Operations teams globally, and marketing,
and partner organization leaders to drive pipeline quality, improve win rates, and
reduce sales cycles. This role requires exceptional analytical capabilities,
deep sales operations expertise, and the ability to influence outcomes across a
complex, matrixed global organization.

The ideal candidate will combine strategic thinking with hands-on execution,
translating complex pipeline data into actionable insights that drive measurable
business outcomes. You will be responsible for the end-to-end pipeline
inspection framework, including IPMM (Integrated Pipeline Management Mechanism),
monthly Geo/BU reviews, and quarterly qualitative insights reporting across all
regions, surfacing new insights to improve pipeline quality, effectiveness and
impact.

Requirements

• 7+ years of technical product or program management experience
• 10+ years of working directly with engineering teams experience
• Experience managing programs across cross functional teams, building processes and coordinating release schedules
• 10+ years of sales operations or sales strategy in a mid-to-large-scale tech company experience
• Experience conducting sophisticated and creative analysis of complex data and translate the results into actionable deliverables, messages, and presentations

Nice To Haves

• 8+ years of hands-on work managing complex technology projects experience
• Experience managing projects across cross functional teams, building sustainable processes and coordinating release schedules
• Experience developing and implementing systems and tools utilized for CRM, variable compensation, revenue reporting, forecasting, sales force automation or equivalent

Responsibilities

• Own the design and continuous improvement of the AGS Pipeline Mechanism worldwide, including IPMM targets, monthly pipeline reviews, and quarterly insights reports across 7+ Geo/BUs, coordinating with sales, marketing, and partner organizations
• Develop quarterly IPMM targets aligned to revenue outcomes, establishing clear line-of-sight from pipeline activities to business results across all segments including DFSI framework
• Partner with Business Intelligence, Sales Operations, marketing, and partner organizations globally to build pipeline analytics including win/loss analysis, territory penetration, seller productivity, and GenAI adoption tracking
• Design monthly themed deep-dive reviews focused on function, segment, motion, industry, and service effectiveness, driving improvements in win rates and pipeline results across sales, marketing, and partner teams
• Provide insights to AGS leadership on pipeline impact and effectiveness, translating complex pipeline metrics into executive-ready strategic recommendations that highlight trends, opportunities, and risks across all pipeline sources
• Create scalable inspection mechanisms that reduce sales unit misses, improve pipeline coverage, and decrease sales cycles through data-driven insights, working with field sales and partner organizations
• Drive integration between Pipeline Mechanism and other ROTB 2.0 components, ensuring systematic connectivity between PRR, IPMM, Gap to Green, and forecast models
• Lead cross-functional initiatives to enhance pipeline tooling (SIFT, Book of Insights, AWSentral Platform), driving adoption globally while ensuring integration with marketing and partner systems
• Establish success metrics for pipeline results including quality indicators, coverage ratios, hygiene standards, source analysis, and early warning signals across direct sales, marketing, and partner channels
• Build partnerships with Geo Sales Operations, BU leaders, marketing teams, and partner organizations worldwide to drive accountability and continuous improvement in pipeline management practices

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

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed