Sr. Field Sales Operations Manager, AWS

クラウドとAIビジネスの成長を、データドリブンな戦略と実行力で加速させることに興味はありませんか？

Amazon Web Services（AWS）のField Sales Operations チームは、Sales Leadershipの戦略的ビジネスパートナーとして、Go-To-Market（GTM）戦略の立案から実行までをリードし、営業組織の生産性向上と成長を支える役割を担っています。

本ポジションでは、Scale Division（Mid/Small Enterpriseセグメント） を主担当とし、Division Leaderの右腕として、GTM戦略の立案、ビジネスレビューの設計・運営、フォーキャスト管理、年間プランニングの実行を通じて、ビジネスの成長を支えていただきます。

Field Sales Operationsは、単なるレポーティング機能から Trusted Strategic Business Partner へと進化しています。Sales Leadershipと同じ目線で成長機会とリスクを先行的に特定し、戦略を施策・KPIに落とし込み、データインサイトと仕組みを通じてフィールドの生産性を最大化する——これが本ポジションの核心です。

私たちと一緒に、AWSの成長を支える戦略基盤を築いていきませんか。

Are you interested in accelerating cloud and AI business growth through data-driven strategy and execution?

The Field Sales Operations team at Amazon Web Services (AWS) serves as a strategic business partner to Sales Leadership, leading the development and execution of Go-To-Market (GTM) strategies while driving sales productivity and growth.

In this role, you will primarily support the Scale Division (Mid/Small Enterprise segment) as the Division Leader's right hand, driving business growth through GTM strategy development, business review design and operations, forecast management, and annual planning execution.

Field Sales Operations is evolving from a reporting function into a Trusted Strategic Business Partner. Proactively identifying growth opportunities and risks alongside Sales Leadership, translating strategy into actionable initiatives and KPIs, and maximizing field productivity through data insights and mechanisms — this is the essence of this role.

Join us in building the strategic foundation that powers AWS's growth.

Key job responsibilities
GTM戦略の立案・実行
・Division LeaderおよびLeadershipチームと連携し、市場分析をもとにしたGo-To-Market戦略の立案・導入を推進する
・中長期的な成長目標達成に向けた戦略ディスカッションをリードし、ファシリテーションする
・投資計画・GTM戦略に関するプランを策定し、グローバルチームへのレポーティングを行う
・セグメント戦略レビューに必要なマテリアルの作成（データ分析、構造化、最終化）を行う
・四半期ごとのDivision Review（営業戦略、組織デザイン、人材評価）を実施する

ビジネスレビュー＆フォーキャスト管理
・Division内のビジネスレビュー体制を設計・運営する（週次レビュー、月次レビュー、経営レビューとの連動）
・データパックの作成、ミーティングのファシリテーション、アクションアイテムのフォローアップ、是正措置の提言を行う
・月次のボトムアップフォーキャストの作成・レビュー、年間レベニューシミュレーション、パイプラインカバレッジ分析を実施する
・リカバリープラン（軌道修正計画）のレビューを定期的に実施し、目標達成をドライブする
・KPIの策定、イニシアティブの企画・実行支援、モニタリングを通じてビジネスカデンスを推進する

年間プランニング＆テリトリーオペレーション
・年間プランニングサイクル（アカウントセグメンテーション、テリトリー設計、クォータ目標設定、目標コミュニケーション）をDivision内でリードする
・売上マッピング（レベニュールーティング）やアカウント配置の適正化オペレーションを実行する
・年間計画に対する変更申請の管理、承認プロセスの運用、エスカレーション対応を行う
・セールスオペレーション全体のガバナンス（例外処理、CRMデータ整合性の確保、関連チームとの連携）を担当する

分析・ツール活用＆生産性向上
上記の主要責任に加えて、以下の領域にも貢献いただくことを期待しています。
・CRMやBIツール、Excelなどを用いたダッシュボードの整備・運営、およびアクショナブルなレポーティング機能の提供
・GenAIや自動化ツールを活用した業務効率化の推進（レポート簡素化、プロセス改善）
・部門横断イニシアティブへの参画（フォーキャストツール改善、新人セラー向けオンボーディングプログラムなど）
・営業チームの生産性向上とお客様対応時間の最大化のための仕組みづくり

• GTM Strategy Development & Execution

• Partner with Division Leader and Leadership team to develop and drive Go-To-Market strategies based on market analysis

• Lead and facilitate strategic discussions aimed at achieving mid-to-long-term growth objectives

• Develop investment and GTM strategy plans, and deliver reporting to global teams

• Create materials for segment strategy reviews (data analysis, structuring, and finalization)

• Conduct quarterly Division Reviews (sales strategy, organizational design, talent assessment)

• Business Review & Forecast Management

• Design and operate the division's business review cadence (weekly reviews, monthly reviews, linkage with executive reviews)

• Prepare data packs, facilitate meetings, follow up on action items, and recommend corrective actions

• Build and review monthly bottom-up forecasts, conduct annual revenue simulations, and analyze pipeline coverage

• Regularly conduct recovery plan reviews to drive goal attainment

• Drive business cadence through KPI development, initiative planning and execution support, and monitoring

• Annual Planning & Territory Operations

• Lead the annual planning cycle within the division (account segmentation, territory design, quota setting, target communication)

• Execute revenue mapping (revenue routing) and account alignment optimization operations

• Manage change requests to annual plans, operate approval processes, and handle escalations

• Own sales operations governance (exception handling, CRM data integrity, cross-team coordination)

Analytics, Tools & Productivity Enhancement
In addition to the core responsibilities above, you are expected to contribute in the following areas:

• Develop and maintain dashboards using CRM, BI tools, and Excel, and provide actionable reporting capabilities
• Drive operational efficiency through GenAI and automation tools (report simplification, process improvement)
• Participate in cross-functional initiatives (forecast tool improvement, new seller onboarding programs, etc.)
• Build mechanisms to enhance sales team productivity and maximize customer-facing time

A day in the life
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred 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 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.

https://aws.amazon.com/jp/careers/#how_we_work

About the team
About Field Sales Operations (FSO)

The team provides end-to-end support across strategy development, performance management, annual planning, and operational improvement for each Sales Division at AWS Japan. Our mission is to "find Sales Leadership's blind spots first and pull the levers for growth," leveraging data and mechanisms to maximize field organization outcomes.

Basic Qualifications

• 7+ years of sales operations or equivalent experience
• Experience defining, refining and implementing sales processes, procedures and policies or equivalent
• Experience conducting sophisticated and creative analysis of complex data and translate the results into actionable deliverables, messages, and presentations
• Experience in Go-To-Market, Business Development, Sales, or Consulting
• Business-level communication skills in both Japanese and English (written and presentation)

Preferred Qualifications

• Experience working within a high-growth, technology company
• Experience communicating and presenting to senior leadership
• Understanding of sales operations for mid-market or SMB segments
• Experience leveraging GenAI tools and workflow automation to improve operational efficiency
• Experience leading organizational transformation or process re-engineering

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.