Within AWSI Strategy & Operations (S&O), the Industry Operating Model (IoM) Leader is responsible for owning the design, execution, and continuous improvement of the strategic framework that determines how AWSI goes to market with industry relevance at scale.
About the Role
This role represents an investment in AWS's holistic industry strategy and a recognition of how important it is to have dedicated, senior leadership focused on advancing this work from within AWSI, where the organization has the remit and proximity to develop, evolve, and refine the model. The leader will build upon foundational work already underway, bringing strategic leadership to accelerate our progress, deepen cross-org partnerships, and drive the operating model to a level of maturity and impact commensurate with AWSI's growth ambitions.
The IoM Leader drives cross-functional execution across AWSI IBUs, AGS, WWSO, Marketing, Finance, Partner teams, and other support functions (e.g., ProServe, Support, T&C), as well as coordination internal to SMGS Ops teams inclusive of enablement, tooling, and analytics. The role requires equal parts strategic thinking and hands-on execution: diagnosing root causes, aligning stakeholders, and moving a highly-matrixed organization toward a unified operating vision.
The ideal candidate has built operating models or go-to-market systems in complex, matrixed organizations, and can demonstrate measurable business outcomes from that work.
Key job responsibilities
Our north star in AWSI is to drive the AWS industry mission at scale. That means cultivating deep industry expertise through transformational work with AWSI's lighthouse direct accounts, then creating strategies to deploy that expertise to the thousands of accounts in AGS who need the same guidance. The playbooks, solutions, partner maps, and best practices we develop with our direct accounts become the engine that enables every industry-aligned seller in AWS to show up with credibility and a point of view. For customers, AWS arrives as a growth partner with meaningful industry depth. For AWS, we have a system that uses consistent and effective mechanisms to export expertise from AWSI to the broader field in AGS, so the value we create with our directly managed customers compounds across thousands more.
This leader will be responsible for ideating, developing, and maintaining the mechanisms that drive this mission. Known dimensions today include cross-BU coordination and governance, solutions and offerings clarity, partner and ISV ecosystem mapping, seller enablement, and data infrastructure and measurement. There are likely additional dimensions the leader will uncover and address as the model matures. Progress across these areas must be driven in parallel, and each reinforces the others.
In the near term, the leader will partner with analytics teams and Finance to stand up measurement frameworks that measure all-up AWS performance across AWSI-driven industries. Alongside IBU teams, they will review, rationalize, and clarify the solutions portfolio so there is shared understanding of what is ready for broad field adoption, where continued investment is needed, and where SI delivery partners or ISV software are required to complete the customer solution. They will also work with the IBUs to establish mechanisms to foster knowledge sharing, community, and aligned north stars across the industry-aligned seller population. IBU business reviews will be standardized so they reflect the health of each industry as a whole, not only direct-managed AWSI accounts. In partnership with WW Field Enablement, the leader will accelerate industry knowledge and comfort for the field to engage line-of-business leaders, with a focus on transformation-level training rather than just product training.
Longer term, this leader is building an operating model that accelerates how we serve customers, particularly in industry lines of business where customers are making transformational decisions that go well beyond IT infrastructure. These customers need a partner who understands their business context, their industry-specific challenges, and the art of the possible across their entire organization. The operating model must help AWS show up credibly in those conversations at scale, not just in the accounts we directly manage.
BASIC QUALIFICATIONS
- 10+ years of sales operations or sales strategy in a mid-to-large-scale tech company experience
- 5+ years of experience designing or scaling operating models, go-to-market systems, or cross-functional programs in complex, matrixed organizations.
- Experience working cross-functionally across sales, enablement, partner, finance, and product/engineering organizations with a track record of driving accountability across teams you do not directly manage.
- Exceptional writing skills with the ability to communicate complex operational strategies to executive audiences.
- Bachelor's degree; 10+ years of experience in strategy, operations, management consulting, or go-to-market roles within technology companies.
PREFERRED QUALIFICATIONS
- MBA or advanced degree in business, operations, or strategy.
- Prior experience at a management consulting firm with focus on operating model design or go-to-market transformation.
- Experience in cloud computing or enterprise technology go-to-market organizations, ideally with industry-vertical specialization.
- Demonstrated success building new programs or functions from zero, not just optimizing existing ones.
- Understanding of partner ecosystem strategy (ISVs, SIs, co-sell motions) in enterprise technology.
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, MA, Boston - 159,400.00 - 215,600.00 USD annually
USA, NY, New York - 175,300.00 - 237,100.00 USD annually
USA, WA, Seattle - 159,400.00 - 215,600.00 USD annually
