In this role, you will own the development of the customer-facing capabilities that differentiate great Business Developers, including discovery, insight-led selling, Framemaking, value articulation, objection handling, pricing, and negotiation. You will embed Challenger principles into how BDs prepare for and lead customer conversations while building world-class negotiation capability that helps sellers frame value, anticipate buyer behavior, manage concessions, and hold price under pressure. You will partner closely with Sales, Pricing, and Finance to translate pricing strategy and commercial economics into practical negotiation strategies and support BDs preparing for complex, high-value customer negotiations.
This is not a traditional training role. You will stay close to the field-observing customer interactions, listening to calls, inspecting deals and negotiations, analyzing performance data, and working directly with BDs and Sales leaders to diagnose where capability gaps are limiting performance. You will turn those insights into targeted interventions using coaching, deliberate practice, simulations, role-play, manager enablement, and formal learning, continuously measuring whether those mechanisms are changing how BDs sell. Your success will be measured by stronger seller capability, better customer conversations, increased negotiation effectiveness, greater pricing discipline, and improved commercial outcomes.
Key job responsibilities
• Own the sales effectiveness strategy for Amazon Shipping's Business Development organization, defining and continuously raising the standard for customer-facing selling.
• Diagnose seller capability gaps using customer-call observation, deal and negotiation inspection, performance data, seller feedback, and direct partnership with Sales leaders.
• Embed Challenger and Framemaking into how BDs discover customer needs, create differentiated perspectives, articulate value, handle objections, and advance opportunities.
• Build and lead negotiation capability across the organization, including negotiation strategy, buyer psychology, value defense, anchoring, concession management, and give-get techniques.
• Partner with Pricing and Finance to translate pricing strategy and commercial economics into practical guidance that helps BDs navigate pricing conversations and protect value.
• Support complex and high-value customer negotiations by helping BDs prepare negotiation strategies, anticipate customer positions, identify leverage, plan concessions, and respond effectively under pressure.
• Design and facilitate high-impact sales development through simulations, role-play, deal-based practice, coaching, certifications, and other mechanisms that replicate real customer situations.
• Equip Sales leaders with practical coaching mechanisms and tools that reinforce effective selling behaviors in the field.
• Measure effectiveness through observable changes in seller behavior, negotiation outcomes, pricing discipline, sales effectiveness, and commercial performance.
BASIC QUALIFICATIONS
- 3+ years of Microsoft Office products and applications experience
- Experience in training, performance management and coaching/mentoring
- 7+ years of experience in sales enablement, sales effectiveness, commercial excellence, sales training, or a related field supporting B2B sales organizations.
- Experience diagnosing sales performance and capability gaps using a combination of field observation, seller and leader feedback, deal analysis, and performance data.
- Experience translating sales methodologies and commercial strategies into practical seller behaviors, coaching mechanisms, and scalable development programs.
PREFERRED QUALIFICATIONS
- Master's degree or equivalent in Education, Instructional Design, or a related field
- Deep expertise in B2B negotiation, including value framing, buyer psychology, anchoring, concession strategy, give-get exchanges, leverage, and negotiation planning.
- Experience building sales capability at scale within a large, complex, or rapidly growing sales organization.
- Experience establishing measurement frameworks that connect sales enablement investments to observable seller behavior and business performance.
- Experience with Challenger Sale, Framemaking, or other insight-led and value-based selling methodologies.
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, CA, Irvine - 138,300.00 - 187,100.00 USD annually
USA, CA, Santa Monica - 138,300.00 - 187,100.00 USD annually
USA, IL, Chicago - 138,300.00 - 187,100.00 USD annually
USA, MA, Boston - 138,300.00 - 187,100.00 USD annually
USA, NY, New York - 152,100.00 - 205,800.00 USD annually
USA, TX, Austin - 138,300.00 - 187,100.00 USD annually
USA, WA, Bellevue - 138,300.00 - 187,100.00 USD annually
