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.

• Key job 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

A day in the life
Your morning begins reviewing overnight pipeline updates from APJ, identifying trends in IPMM metrics across regions. You join the weekly WBR prep call, presenting pipeline coverage analysis and flagging at-risk opportunities. Mid-morning, you partner with BI teams to refine win/loss dashboards, incorporating feedback from EMEA sales leaders. After lunch, you facilitate a themed deep-dive session on GenAI pipeline effectiveness with marketing and partner teams, translating field insights from SIFT into actionable recommendations. The afternoon includes preparing quarterly qualitative insights for AGS leadership, highlighting pipeline health indicators and growth opportunities. You close the day coordinating with Geo Sales Ops on next month's pipeline review agenda, ensuring alignment across all stakeholders.

About the team

About AWS

Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS?
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture:

Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and Amaze Con (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship & Career Growth:

We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

Basic Qualifications

• 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

Preferred Qualifications

• 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

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including 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, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, NY, New York - 194,700.00 - 263,400.00 USD annually
USA, TX, Austin - 177,000.00 - 239,400.00 USD annually
USA, VA, Arlington - 177,000.00 - 239,400.00 USD annually
USA, WA, Seattle - 177,000.00 - 239,400.00 USD annually