We are seeking experienced eCommerce and Fulfillment enterprise sales leaders to build strategic relationships with the largest global companies; matching Amazon's eCommerce services with their needs and opportunities. This role will be responsible for developing and executing comprehensive sales strategies to drive adoption of MCF and Buy with prime solutions for enterprise customers and delivering on annual unit goals through direct sales activities. They will build and maintain a pipeline of enterprise opportunities through strategic prospecting and relationship building, creating sales plans and forecasts and drive, together with the merchant, the adoptions and successful impact of our services.
This role will collaborate with product teams to align solution capabilities with enterprise customer needs, and drive innovation in deal structures and commercial models to meet requirements. The position requires strong cross-functional leadership, including partnering with solutions architecture, legal, and finance teams to structure complex deals, collaborating with product management to represent enterprise customer requirements, leading executive-level presentations and negotiations, and mentoring junior team members while sharing best practices.
Objectives of this role:
- Drive significant unit growth through enterprise customer acquisition and maintain a robust qualified pipeline of enterprise opportunities, consistently achieving quarterly targets.
- Secure and expand strategic partnerships with Fortune 500/enterprise e-commerce businesses, driving widespread adoption of Buy with Prime and MCF solutions.
- Establish and nurture C-level relationships within target accounts, creating and implementing strategic account plans that lead to long-term partnerships.
- Provide strategic input to product roadmap and develop innovative commercial models that enhance enterprise solution offerings and drive competitive differentiation in the market.
- Lead cross-functional teams to ensure successful solution implementation while maintaining exceptional customer satisfaction scores across managed accounts.
- Build and develop a high-performing enterprise sales culture through mentorship, best practice sharing, and strategic leadership.
Key job responsibilities
As a strategic Enterprise Sales Leader, you'll drive high-impact merchant partnerships by leading complex sales engagements with industry-leading brands. Your role centers on building and nurturing C-Suite relationships while serving as a trusted advisor throughout the sales journey.
You will own end-to-end sales strategy development, creating detailed merchant engagement plans and leveraging deep industry knowledge to position Buy with Prime's value proposition. Leading sophisticated discussions with VP+ executives, you'll uncover business challenges, align solutions with merchant needs, and demonstrate clear ROI through compelling presentations and strategic proposals.
As the primary merchant interface, you'll provide crucial feedback to leadership on product features, operational requirements, and market needs to drive program evolution. Your strategic insights will help shape our merchant engagement approach through recommendations for product and program enhancement. Building strong relationships with internal stakeholders and championing merchant success stories will be crucial to driving adoption, scale and merchant satisfaction.
To excel in this role, you must embrace our leadership principle of Learn and Be Curious and position yourself as a trusted advisor. Your ability to demonstrate clear ROI to executives (internal and external), maintain professional confidence, and deeply understand business challenges will define your success in this transformative position. This role requires exceptional business acumen, strategic thinking, and the ability to navigate complex organizational structures.
About the team
Amazon ‘Buy with Prime’ helps merchants grow their ecommerce website by offering Prime shopping benefits—including fast, free delivery and a trusted checkout—as well as Reviews from Amazon, and more. By integrating ‘Buy with Prime’ services, merchants can attract and convert Prime members and other shoppers on their sites, rely on the world’s largest fulfillment network to streamline order fulfillment and inventory management, and let Amazon handle the payment, processing, storage, picking, packing, and shipping of orders—and customer service and returns as well.
The Buy with Prime (BwP)/MCF team’s mission is to help merchants grow their businesses beyond Amazon.com by externalizing the best of Amazon’s supply chain and direct to consumer (DTC) services.
