Description

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.

The Global Lead Development (GLD) Program Manager (PM) will develop and manage select strategic programs and initiatives in support of the Public Sector GLD team. Key focus areas include the implementation and management of prospecting programs conducted by the Lead Development Representatives (LDR), including LDR pre and post campaign briefings designed to improve the overall efficiency of the GLD team. This position will be responsible for supporting the GLD management team in the design of WWPS opportunity growth strategies and associated campaign execution by each LDR.

Key job responsibilities

Achieve Key Performance Indicators:

• 50% of a region’s pipeline forecast must be derived from outbound sales plays

• 50% of a region’s number of opportunities must be derived from outbound sales plays

• 30% partner attach rate for outbound sales plays

• 5% lead to opportunity conversion rate for outbound sales plays

• Meet with stakeholders to understand sales priorities

• Consult with subject matter experts (SMEs) to create localized collateral and determine the appropriate personas

• Work in conjunction with sales, propensity to buy teams, service BDs to identify target accounts

• Develop quality prospect lists from the following sources: SFDC, Lead Genius, LinkedIn, GovWin, AM priority accounts lists, Contact Acquisition Efforts

• Vet prospect lists with sales teams to remove any sensitive accounts

• Build Boost workflows to align the cadence for LDR outreach

• Create playbooks for all sales plays that include all relevant information in regards to training/resources/Boost workflows/SFDC campaign, etc

• Send sales play launch email to LDRs with all sales play details that can be forwarded to sales and BD stakeholders

• Conduct routine sales play health checks with LDRs after 2-3 touches to determine trends and adjust messaging or personas accordingly

• Capture final sales play feedback from LDRs to be shared with stakeholders during regular check ins

• Conduct weekly analysis of LDR SFDC hygiene

• Ensure LDR activities are properly tied to sales plays (calls, emails, meetings, opportunities, etc.)

• Review the source of opportunity report

• Capable of utilizing reporting tools such as Tableau

• Meet with sales leaders (bi-weekly or monthly depending on region) to review sales play results and discuss upcoming sales plays

• Provide input to the yearly sales play calendars to provide visibility to the sales and marketing teams

• Share and leverage best practices with their GLD PM peers during monthly lunch and learns

• Meet with CS PM counterparts quarterly to review GLD/DGR sales plays and share best practices

• Meet with Marketing to understand upcoming events such as re:Invent to determine LDR bandwidth for outbound sales plays and adjust sales play calendar accordingly

• Provide sales play results to MBRs/QBRs/monthly newsletters

• Travel as needed

About the team

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.

Why AWS?

Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture

Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship & Career Growth

We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance

We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

We are open to hiring candidates to work out of one of the following locations:

Arlington, VA, USA | Austin, TX, USA

Basic Qualifications

• 2+ years of program or project management experience

• Bachelor's degree or equivalent

• 2+ years of experience with salesforce.com, Marketo or equivalent automation tools, RingDNA or similar tool and Microsoft Office suite

Preferred Qualifications

• Experience in requirement gathering and ability to write clear and detailed requirement document

• In depth understanding of inside sales and demand generation programs

• Experience with marketing campaigns and measurement of marketing campaign effectiveness

• Knowledge of inbound and outbound lead generation strategies

• Proven success in managing multi-faceted projects and programs

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.