AWS is looking for a GTM Strategy and Sales Operations Lead for the Security Specialists business within AGS North America (NAMER). This role will architect and execute growth strategies that drive the Security business toward its OP2 revenue targets in NAMER, combining strategic GTM planning with operational rigor to unlock pipeline creation, partner co-sell, and sales team effectiveness. This is a newly formed, high-visibility role that sits at the intersection of field execution and partner-led growth—operating as a force-multiplier for the Security Sales Leader and the broader NAMER Security selling team. The role is equally split between sales operations excellence and go-to-market strategy, making it a uniquely broad opportunity for a candidate who combines analytical rigor with strategic creativity.
As the single-threaded owner of this function, you will build and run the operational engine that powers a fast-scaling business—from territory design and quota deployment to pipeline instrumentation and forecast cadence. In parallel, you will cultivate the partner ecosystem needed to accelerate top-of-funnel activity, working side-by-side with ISV partners, marketing, and demand-generation teams to convert outbound campaigns into qualified, attributable pipeline.
The right candidate thrives on ambiguity, moves fast, and brings a rare combination of operational rigor and strategic creativity. You will serve as the trusted analytical and strategic partner to the NAMER Security Sales Leader while also acting as the connective tissue that aligns sellers, partners, and cross-functional teams around shared GTM motions. Work products and best practices developed in NAMER will have the potential to influence and be adopted by global Security teams.
Key Job Responsibilities
You will own the full operational lifecycle for the NAMER Security Specialist sales team, ensuring the business runs with speed, clarity, and data-backed decision-making. This begins with designing and maintaining annual and in-year territory plans—ensuring optimal geographic and account coverage aligned to growth priorities—and extends to leading quota-setting processes in partnership with Sales Leadership. You will translate business targets into seller-level goals and own the mechanics of quota deployment and compensation plan setup.
A core part of your mandate is building and running a rigorous, recurring forecast and pipeline management cadence. You will produce regular reporting packages that give the Security Sales Leader and senior leadership clear visibility into the state of the business. You will also establish end-to-end pipeline tracking infrastructure, monitoring and improving key funnel metrics including opportunity creation rates, launch rates, pipeline-to-revenue ratios, and closed revenue—surfacing insights and driving corrective actions where needed.
Becoming a deep expert in AWS internal sales systems, tools, and processes is essential to this role. That expertise will allow you to operate autonomously and guide the selling team through operational requirements with minimal friction. You will partner with cross-functional operations peers in Finance, HR Ops, and Compensation to ensure alignment of operational plans with organizational targets, and you will develop and maintain operational dashboards, business reviews such as QBRs and MBRs, and recurring narratives that translate data into clear strategic recommendations for sales leadership.
On the go-to-market side, you will serve as the primary GTM strategy partner to the Security Sales Leader—developing segment-level plans that connect market opportunity, competitive positioning, and seller capacity into actionable growth strategies. You will build and deepen relationships with key ISV Security partners, facilitating best-practice sharing, joint GTM alignment, and co-sell execution. Ensuring partners are leveraging AWS co-sell mechanisms effectively to drive incremental pipeline is a key success metric for this role.
You will lead the setup and ongoing optimization of ACE (AWS Customer Engagements) portal configurations for ISV partner-originated pipeline, ensuring proper attribution, tracking, and progression of partner-created opportunities. Working closely with Marketing and Demand Generation teams, you will design, launch, and measure outbound campaigns targeted at NAMER Security prospects, owning the feedback loop between campaign activity and pipeline outcomes and ensuring end-to-end attribution from first touch to closed revenue.
You will also identify, develop, and codify repeatable GTM plays and best practices in NAMER that can be scaled to other geographies and ultimately adopted by global Security teams. Monitoring ISV partner ecosystem health—tracking engagement levels, co-sell rates, and marketplace activity including AWS Marketplace listings and private offers—will be an ongoing responsibility, as will coordinating with the broader AWS Security partner and channel organization to ensure NAMER Security sellers are equipped with up-to-date partner maps and co-sell playbooks.
Basic Qualifications
• 5+ years in sales operations, business operations, or GTM strategy at technology companies
• Proven ability to design and implement sales processes including territory planning, quota design, forecasting, and pipeline management
• Experience working with or alongside direct sales organizations with understanding of enterprise sales motions
• Strong data analytics skills: comfortable building dashboards, interpreting sales metrics, and communicating insights to senior stakeholders
• Prior experience engaging with ISV, SI, or channel partners in business development or GTM capacity
• Bachelor's degree in Business, Computer Science, Economics, or related field (or equivalent work experience)
Preferred Qualifications
• Enterprise or mid-market sales operations experience at cloud or SaaS companies
• Systems thinking: ability to identify upstream root causes, design scalable solutions vs. one-off fixes
• Direct experience with AWS ISV partners or managing ISV co-sell programs
• Deep familiarity with AWS co-sell mechanics, ACE portal, and how ISV partners build pipeline through AWS channels
• Working knowledge of cloud marketplace platforms (Tackle.io, Labra) for managing AWS Marketplace listings and co-sell pipeline
• Familiarity with cybersecurity technology landscape, key ISV players, and enterprise security buying patterns
• Proficiency in Salesforce, Tableau, or Amazon QuickSight
• SQL or BI tool capabilities for self-serve data analysis
• Demonstrated ability to drive alignment across Marketing, Finance, HR Ops, and Partner teams in matrixed organizations
• Experience in high-growth or newly formed business contexts designing processes from scratch
• Prior AWS or Amazon experience with internal tools (SFDC customizations, forecast tools, SPMS)
About the team
The AGS NAMER Security Specialist organization is a newly formed business unit within Amazon Web Services, purpose-built to drive security-focused sales growth across North America. The team brings together a specialized Security Sales Leader, field-facing security specialists, and strategic operations professionals who combine deep domain expertise with AWS's unmatched scale and partner ecosystem.
The GTM Strategy and Sales Operations Lead reports directly to the leader of the Specialist Strategy & Operations team—a centralized function that provides strategic and operational support to specialist sales segments across the AGS NAMER organization. This structure provides the role with a strong operational peer network, shared best practices, and functional leadership support, while keeping primary day-to-day accountability closely aligned with the NAMER Security Sales Leader.
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed, we encourage you to apply. AWS is committed to building an inclusive team where every background is valued.
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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