Working with sales and product development leadership teams, the Principal of Category Adoption will ensure that Amazon Business becomes our customer’s first choice for category solution adoption, particularly within our growing B2B Services offering. The Principal will help define sales strategy and sales team expansion in the United States.
The ideal candidate will have extensive B2B sales leadership and go-to-market strategy development experience in value added services spaces. The ideal candidate is a highly analytical self-starter and a builder, with a proven track record of meeting and exceeding goals who collaborates with partner teams effectively and influences business partners to achieve the best customer experience while meeting business objectives. You thrive in ambiguity and aren’t afraid of a moving target!
Key job responsibilities
* Create the Amazon Business sales strategies for services adoption in the US.
* Define the field sales deployment plan for the Amazon Business services sales team.
* Recruit and build the sales team dedicated to scaling services and category adoption engagement with customers.
* Build pipeline development and management best-practices for the Amazon Business portfolio of services solutions.
* Prioritize collaboration with selling partners to maintain high levels of customer engagement and mindshare.
* Analyze customer performance and satisfaction to manage and adapt business strategy and direction.
* Directly support front-line and overlay sales teams in discovery, qualification, solutioning and closing deals.
* Build engagement mechanisms for partner-team support.
* Develop, own, and exceed targets for new business acquisition of Amazon Business category adoption deals.
* Understand market trends, and relay customer needs/requirements to internal Amazon teams including Product, Tech, Supplier Operations, and Category Management; often via writing.
About the team
The Managed Spend Category Adoption team is charged with developing and executing effective sales strategies to win the largest/most-complex managed spend (e.g., category indirect spend) adoption deals across Amazon Business customer base. We are the tip of the spear in terms of new-business acquisition for managed spend at Amazon Business.
BASIC QUALIFICATIONS
- 10+ years of leadership experience in inventory management or related category solution sales and operations, with national scope.
- Experience building go-to-market strategies for inventory management and supply chain services.
- Proven track record delivering against sales targets with a distributed workforce.
- Experience collaborating with internal partners in a matrixed environment.
- Expertise in communicating with and influencing senior business leaders (VP+).
- Strength in process improvement and project management.
- Experience using productivity tools including Salesforce.
- Education: Bachelor’s degree required.
PREFERRED QUALIFICATIONS
- Experience scaling B2B Solutions across customer spend categories: Office, IT, Jan-San and/or MRO supplies and services
- Demonstrated sales strategy development expertise
- Pipeline management and execution expertise.
- Education: MBA preferred
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.
Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $124,200/year in our lowest geographic market up to $205,400/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.