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?
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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
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Work/Life Balance
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BASIC QUALIFICATIONS
- 3+ years of program or project management experience
- 3+ years of defining and implementing process improvement initiatives using data and metrics experience
- Knowledge of Excel (Pivot Tables, VLookUps) at an advanced level and SQL
- Experience using data and metrics to determine and drive improvements
- Experience working cross functionally with tech and non-tech teams
PREFERRED QUALIFICATIONS
- 3+ years of driving end to end delivery, and communicating results to senior leadership experience
- 3+ years of driving process improvements experience
- Experience in stakeholder management, dealing with multiple stakeholders at varied levels of the organization
- Experience building processes, project management, and schedules
- Bachelor's degree
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.