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 ServicesAWS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-MarketGTM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 DivisionMid/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 Leaders 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 AWSs 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 divisions 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 hasnt followed a traditional path or includes alternative experiences dont let it stop you from applying.

Why AWS
Amazon Web Services (AWS) is the worlds most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating thats 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 its 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 AmazeCon conferences inspire us to never stop embracing our uniqueness.

Mentorship & Career Growth
Were continuously raising our performance bar as we strive to become Earths Best Employer. Thats why youll 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 theres nothing we cant achieve in the cloud.

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 Leaderships blind spots first and pull the levers for growth leveraging data and mechanisms to maximize field organization outcomes.

- 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)

- 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 for more information. If the country/region youre applying in isnt listed please contact your Recruiting Partner.