Amazon Web Services (AWS)
Sales Compensation Design & Implementation Leader, Sales Planning & Compensation
Amazon Web Services (AWS), Seattle, Washington, us, 98127
Sales Compensation Design & Implementation Leader, Sales Planning & Compensation
Amazon Web Services (AWS) is seeking a high‑impact leader to align customer and business goals with incentive compensation plans for thousands of global account teams and leaders. The role designs and operationalizes sales incentive plans that encourage behaviors essential to achieving strategic business objectives across revenue, partner, global service and tooling teams. The candidate will lead plan implementation, advise policy, enable program execution, and provide data‑driven insights to support change management.
Key Job Responsibilities
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.
Build Sales Performance Incentive Funds (SPIFs) aligned with business strategy.
Conduct data‑driven incentive plan analysis and recommend improvements to plan design and sales behaviors.
Collaborate with business development, sales, strategy, and deal desk teams to identify process improvement opportunities and implement solutions.
Work with HR on compensation policies, compliance requirements and governance.
Oversee 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 make in‑year adjustments to address organizational shifts and business needs.
Support dispute resolution 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 AWS’s global sales organization. It leads sales planning, sales compensation design and implementation, policy & governance, operations, performance targets, and communications & enablement to motivate and guide field teams toward strategic business goals.
About AWS AWS is the world’s most comprehensive cloud platform, serving startups through Global 500 companies. The company fosters an inclusive culture, offers mentorship & career growth resources, and values work‑life harmony.
Basic Qualifications
7+ years of people management experience.
Experience managing projects across cross‑functional teams, building sustainable processes, and coordinating release schedules.
Preferred Qualifications
Experience leading teams.
Experience leading large‑scale, technical or engineering programs with a proven record of thought leadership, business case development, and successful program completion.
Experience influencing at all levels within an organization, especially at the executive level.
Experience navigating ambiguity, prioritizing needs, and delivering measurable results in an agile environment.
Experience providing and communicating strategic and tactical recommendations based on data.
Advanced sales compensation design and implementation experience at the Enterprise level, with the ability to lead a team of design experts and deliver a design portfolio including core plans and SPIFs.
AWS is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status. If you have a disability and need accommodations during the application process, please visit
https://amazon.jobs/content/en/how-we-hire/accommodations .
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Key Job Responsibilities
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.
Build Sales Performance Incentive Funds (SPIFs) aligned with business strategy.
Conduct data‑driven incentive plan analysis and recommend improvements to plan design and sales behaviors.
Collaborate with business development, sales, strategy, and deal desk teams to identify process improvement opportunities and implement solutions.
Work with HR on compensation policies, compliance requirements and governance.
Oversee 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 make in‑year adjustments to address organizational shifts and business needs.
Support dispute resolution 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 AWS’s global sales organization. It leads sales planning, sales compensation design and implementation, policy & governance, operations, performance targets, and communications & enablement to motivate and guide field teams toward strategic business goals.
About AWS AWS is the world’s most comprehensive cloud platform, serving startups through Global 500 companies. The company fosters an inclusive culture, offers mentorship & career growth resources, and values work‑life harmony.
Basic Qualifications
7+ years of people management experience.
Experience managing projects across cross‑functional teams, building sustainable processes, and coordinating release schedules.
Preferred Qualifications
Experience leading teams.
Experience leading large‑scale, technical or engineering programs with a proven record of thought leadership, business case development, and successful program completion.
Experience influencing at all levels within an organization, especially at the executive level.
Experience navigating ambiguity, prioritizing needs, and delivering measurable results in an agile environment.
Experience providing and communicating strategic and tactical recommendations based on data.
Advanced sales compensation design and implementation experience at the Enterprise level, with the ability to lead a team of design experts and deliver a design portfolio including core plans and SPIFs.
AWS is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status. If you have a disability and need accommodations during the application process, please visit
https://amazon.jobs/content/en/how-we-hire/accommodations .
#J-18808-Ljbffr