MRO Lead, Large Customer Solutions, Amazon Business

Come be a part of a rapidly expanding $35 billion dollar global business. At Amazon Business a fast-growing startup passionate about building solutions we set out every day to innovate and disrupt the status quo. We stand at the intersection of tech & retail in the B2B space developing innovative purchasing and procurement solutions to help businesses and organizations thrive. At Amazon Business we strive to be the most recognized and preferred strategic partner for smart business buying. Bring your insight imagination and a healthy disregard for the impossible. Join us in building and celebrating the value of Amazon Business to buyers and sellers of all sizes and industries. Unlock your career potential.
The Amazon Business MRO (Maintenance Repair and Operations) Lead Large Customer Solutions is focused on transforming how Enterprise customers discover evaluate and purchase MRO products at scale. MRO is a critical procurement category for businesses across every industry and Amazon Business is uniquely positioned to deliver a differentiated experience through selection breadth competitive pricing fast delivery and technology-enabled buying tools. This role sits at the intersection of business development technology and category strategy supporting the origination of new growth opportunities building strategic partnerships and executing the go-to-market approach for MRO across North America.
This role will serve as the single-threaded strategic leader for MRO across North America owning the end-to-end vision roadmap and cross-functional execution required to accelerate MRO growth within Enterprise customers spanning Industrial Professional Contractor and Small Business segments.

Key job responsibilities
Key Job Responsibilities
MRO Strategy & Roadmap Ownership Define and own the multi-year MRO growth strategy and roadmap across large customers establishing selection coverage targets customer experience priorities and go-to-market execution plans that align cross-functional teams toward ambitious growth objectives; develop working knowledge of the MRO competitive landscape customer buying behaviors and industry trends; create and maintain feedback loops between customers partners and internal product/technology teams; define monitor and report on key business development metrics including partnership pipeline selection coverage deal contribution and incremental revenue growth; support QBR/MBR preparation with data-driven insights on MRO performance.
Cross-Functional Leadership & Stakeholder Orchestration Drive coordinated execution across Retail (selection) Vendor Management (pricing) Tech (search and buying experience) Delivery Operations (shipping coverage) Sales (deal enablement) Managed Spend (procurement integration) and Finance serving as the single point of escalation for MRO strategic decisions and establishing regular cross-functional steering mechanisms.
Selection & Customer Experience Architect the strategy to expand MRO product selection through a coordinated 1P/3P approach across key subcategories including Personal Safety Facility Safety Shipping & Packaging and Facility Maintenance; champion tech-enabled improvements including spec-based buying and AI-powered technical guidance to improve MRO product discovery and close the gap with traditional industrial distributors.
Customer Intelligence & GTM Enablement Build systematic customer intelligence through MRO buyer persona development win/loss analysis and segment-specific value proposition frameworks; create MRO deal playbooks and competitive positioning materials for field deployment; and mentor Account Executives and Customer Advisors on MRO-specific selling strategies; Support complex MRO deal execution by engaging with Enterprise procurement leaders alongside senior team members to structure solutions.
Program Execution & Operational Excellence Drive measurable improvements in MRO deal velocity and attach rates; develop and execute MRO procurement integration strategy with the Managed Spend team; and define monitor and report on key program metrics including selection coverage delivery performance deal mix and incremental revenue growth.

- Bachelors degree
- Experience structuring and negotiating complex agreements and leading cross-functional groups to orchestrate and successfully complete deals
- 5 years in business development strategic partnerships or technology-driven category/market development in B2B or industrial markets
- Demonstrated ability to translate technical product capabilities into customer-facing value propositions and go-to-market materials
- Proven ability to influence executive leadership (VP/SVP level) and drive organizational alignment across matrixed teams without direct reporting authority
- Strong analytical skills with experience utilizing business intelligence tools customer analytics and competitive benchmarking

- B2B procurement industrial distribution or MRO market expertise
- Experience supporting supplier/partner ecosystems in e-commerce or marketplace environments
- Track record of contributing to strategic technology partnerships that drove measurable business growth
- Familiarity with e-procurement systems punchout catalogs and enterprise procurement integration patterns
- Experience leveraging AI/ML technologies to improve product discovery matching or recommendation systems
- Comfort operating in ambiguous environments and building consensus around strategic priorities

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.

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 MA Boston - 147900.00 - 200100.00 USD annually
USA NY New York - 162700.00 - 220200.00 USD annually
USA TX Austin - 147900.00 - 200100.00 USD annually
USA VA Arlington - 147900.00 - 200100.00 USD annually
USA WA Seattle - 147900.00 - 200100.00 USD annually