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, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

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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.