Sr. Manager, Private Pricing Programs, 3PX - GLOBAL LEAD

Amazon Web Services (AWS) provides companies of all sizes with an infrastructure web services platform in the cloud ( cloud computing ).

With AWS you can requisition compute power, storage, and many other services, gaining access to a suite of elastic IT infrastructure services as your business demands them.

AWS is the leading platform for designing and developing applications for the cloud and is growing rapidly with hundreds of thousands of companies in over 190 countries on the platform.

The Global Deal Strategy and Programs (GDSP) organization is responsible for the AWS Private Pricing Program, designed to offer AWS Customers access to commercial benefits in exchange for long-term commitments.

GDSP is made up of 2 distinct yet closely linked teams; Private Pricing Programs & Experiences (3PX) and Strategic Customer Engagements (SCE).

SCE is a specialized global deal team that engages with Customers, and partners with the field on deal strategy, structuring, and negotiations through contractual closure for transformational, strategic, large, complex, and / or highly competitive Customer opportunities.

3PX is responsible for the design and delivery of the end-to-end Private Pricing experience for Customers, Sellers, and Solution Providers to drive scale and growth across the deal cycle.

As a first-in-kind leader, the Sr. Manager of Private Pricing Programs will develop and lead the global oversight of Private Pricing policies to include Partner, Distributor, Solution Provider, and Direct-To-Customer engagements across the deal cycle.

As existing and future AWS customers continue to recognize and amplify value in the cloud, the new leader will create a customer-obsessed model for the next phase of Private Pricing Programs.

Core objectives include establishing the strategy and vision, while preparing to build a team to execute on scalable policies and process improvements to improve outcomes for Private Pricing customers.

In this highly visible role, we are seeking an energized leader with proven experience partnering with C-level executives to leverage and operationalize diverse data inputs to influence and design new policies, inspect existing policies, and to develop consistent application and alignment across AWS Sales, Partner, Finance, and Legal organizations as well as additional stakeholders.

Key job responsibilities

1) Refine methodologies for existing Private Pricing benefits, inventing and simplifying where necessary to support efficient internal operations

2) Incubate offerings and policies from test-and-learn through launch

3) Establish ongoing mechanisms to measure and drive business outcomes from new policies and offerings

4) Collaborate with cross-functional teams (Sales, Partners, Customers) to execute on the vision, and ability scale teams for future growth

5) Rigorously apply analytics (including causal and correlation analysis) to inform and develop new policies, benefits, and offerings that advance, differentiate and safeguard the Private Pricing Program

6) Work closely with senior stakeholders across AWS and Amazon to ensure an aligned and coherent approach to customer value

7) Centralize and document all Private Pricing policies (the rules that govern Private Pricing) and processes (operationalizing those rules), while streamlining and eliminating policies and processes that stifle innovation and impact deal velocity.

8) Continuously inspect and improve policies while establishing best practices

9) Collaborate with cross functional stakeholders to identify, investigate, and resolve existing Private Pricing policies and process escalations, blockers, issues, gaps, and pain points that impact deal velocity

10) Write data-driven, succinct narratives to drive C-Level Decision making

BASIC QUALIFICATIONS

• 10+ years of leadership experience to include building and managing cross-functional teams, driving strategic and transformational programs
• 10+ years of business operations experience in Tech B2B Sales and Partner organizations (may include finance, legal, contracts, approvals, or other comparable experience)
• 10+ years experience influencing policy in a large and complex organizations
• Bachelor's Degree or equivalent experience

PREFERRED QUALIFICATIONS

• Senior management experience running a worldwide operations team
• Experience in global pursuit and / or B2B sales including developing strategies that influence leadership decisions
• Experience defining policies and oversight or governance of policies for internal sales operations and partner sales functions
30+ days ago