Sales Compensation Design & Implementation Leader, Sales Planning & Compensation

This is a high impact role responsible for aligning AWS customers and business goals with incentive compensation plans for thousands of global account teams and leaders. The team designs and operationalizes sales incentive plans that encourage behaviors required to achieve strategic business goals. This global role will enable accelerated growth for AWS by driving incentive compensation design across a broad set of roles and businesses. They will lead incentive compensation plan implantation across revenue partner global service and tooling teams advise policy and enablement and use effective communications strong relationships and sophisticated data-driven insights to support change management. The leader for this organization should have 15 years experience in Compensation Plan Design Sales Operations Program Management and/or Analytics and Insights.

We are especially looking for builders people who understand what it takes to build a capability and know how to implement scalable solutions and mechanisms to serve in a rapidly growing and dynamic team. This leader will be able to work backwards from business strategies and is able to invent and simplify. As part of this role this leader will be engaging with stakeholders across many global AWS teams and partners and will be expected to build trust through understanding.

Key job responsibilities
You are the Single Threaded Leader of the global SMGS Sales Compensation Design & Implementation Team responsible to execute the end-to-end program including:
Partner with sales leadership to develop annual incentive plan strategies aligned with financial and business objectives.
Design sales compensation and incentive plan frameworks for front line sellers and managers supporting AWS strategic priorities and growth goals.
Design Sales Performance Incentive Funds (SPIFs) for front line sellers and managers supporting AWS strategic priorities and growth goals.
Conduct data-driven incentive plan analysis and make recommendations to improve plan design and sales behaviors.
Partner with business development sales strategy and deal desk teams to identify process improvement opportunities and implement solutions.
Partner with HR on compensation policies and compliance requirements.
Oversee the implementation of sales compensation systems and manage related projects.
Provide guidance and training to sales managers and reps on interpreting and leveraging compensation plans.
Monitor performance metrics to track program effectiveness and makes in-year program adjustments to address organizational shifts and business needs.
Support the management of dispute resolution process for customer definition issues.
Create scenario-based models to proactively identify program optimization opportunities and risks.
Generate executive-level reporting and visualization tools.

About the team
The Sales Planning and Compensation (SPC) team is a critical partner to our global sales organization. We lead sales planning and sales compensation functions to include annual in-year and goals planning; policy & governance; operations; performance targets; sales compensation design and implementation; and communications & enablement to motivate and guide our field teams to achieve strategic business goals. As AWS continues its rapid growth this team plays an important role in accelerating growth by delivering GTM processes at scale to support thousands of sellers across numerous industries geographies and product lines.

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 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 (gender diversity) conferences inspire us to never stop embracing our uniqueness.

Mentorship & Career Growth
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Work/Life Balance
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AWS Sales Marketing and Global Services (SMGS) is responsible for driving revenue adoption and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.

- 7 years of people management experience
- Experience managing projects across cross functional teams building sustainable processes and coordinating release schedules

- Experience leading teams
- Experience leading large-scale technical or engineering programs with a proven record of thought leadership business case development realizing customer benefits and successful program completion
- Experience influencing at all levels within an organization particularly at the executive level
- Experience dealing well with ambiguity prioritizing needs and delivering measurable results in an agile environment
- Experience providing and effectively communicating strategic and tactical recommendations based on data
- Advanced sales compensation design and implementation experience at the Enterprise level with the ability to manage a team of design experts to deliver a design portfolio including core plans and SPIFs.

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

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $175200/year in our lowest geographic market up to $302900/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge skills and experience. Amazon is a total compensation company. Dependent on the position offered equity sign-on payments and other forms of compensation may be provided as part of a total compensation package in addition to a full range of medical financial and/or other benefits. For more information please visit This position will remain posted until filled. Applicants should apply via our internal or external career site.