Amazon Confidential Sales Operations Leveling Guide October 2017

Sales Operations Job Family

Sales Operations partners with the sales organization to develop and implement models to identify customer needs and create mechanisms for increased sales effectiveness while maximizing productivity of our sales resources.
Sales Operations encompasses numerous aspects of supporting and managing the business including defining strategies and programs to achieve business goals, developing procedures relating to account management, lead
management, territory planning, sales quota setting, sales compensation, OP1 planning, sales automation, tools & reporting, pre & post-sales support and training & readiness. Sales Operations works in both a tactical and
strategic capacity developing deep domain knowledge and broad subject matter expertise. Sales Operations uses data to create actionable business insights, and sales performance metrics and reporting to identify market trends,
recommend go-to market models, strategic priorities, and opportunities to improve our competitive advantage. Sales Operations is the “COO of Sales” acting as the trusted partner to the sales leader and sales teams they support.

Level 4 Level 5 Level 6 Level 7

Job Family Title
General Scope Progression
Key Responsibilities focused
on Operations & Execution
 Business Insights
 Business Intelligence
 Proactive Planning
 Communications
Sales Operations, I
Sales Analyst, I
 The Professional
 Manages tasks and influences a small
range of stakeholders
Contributes to the improvement of
processes that enhance the internal
customer and sales operations
experience.
Participates in operational
management activities including
territory planning, sales quota setting,
sales compensation management,
revenue planning, headcount planning,
goals planning, MBO target setting and
budgeting.
Has a working knowledge of data
available in area of responsibility and
can identify and create data
visualization approaches as needed
(metrics/dashboards etc.).
Provides a clear analysis of large data
sets which can be used to drive
actionable recommendations by sales
leaders.
Sales Operations, II
Sales Analyst, II
Manager II, Sales Operations
 The Emerging Leader
 Manages projects independently and influences
multiple stakeholders
Manages business planning on behalf of assigned
field teams and key stakeholders.
Owns the execution of components of territory
planning, sales quota setting, sales
compensation management, revenue planning,
headcount planning, goals planning, and MBO
target setting and budgeting.
Deep knowledge of sales operations tools used
on a regular basis including applications such as
CRM, BI and compensation systems, where
appropriate.
Establishes and maintains forecasts models to
minimize business risks and maximize business
opportunities. Applies judgment on health of the
business and influences related management
decisions.
Dives deep to inspect and scrutinize large data
sets to mitigate business risk and downstream
impacts of related actions.
Sales Operations, III
Sales Analyst III
Manager III, Sales Operations
 The Established Leader
 Operates with significant autonomy and
discretion and influences a broad range of
stakeholder teams
Leads a key function of the Sales Operations team
and makes recommendations to sales leaders.
Defines the key sales support
systems/mechanisms required to meet the rapid
growth of the business and achieve revenue
attainment and market development objectives.
Leads and reviews the end to end execution of
territory planning, sales quota setting, sales
compensation management, OP1, revenue
planning, headcount planning, goals planning,
MBO target setting and budgeting.
Ensures the team works with the broader
stakeholder community to help build mechanisms
that meet the needs of the business, addressing
any concerns.
Identify reporting issues, gaps in processes, and
drive timely resolution.
Drives evolution and enhancement of operations
tools and applications - participates in ongoing
Sales Operations, Principal
Sales Analyst, Principal
Sr Manager, Sales Operations
 The Senior Leader
 Develops new strategy and sets direction for
team. Influences across entire organization
Leads multiple key functions across the Sales
Operations team focused on addressing
complexities within geographic region or in a
WW role.
Serve as a business partner to sales leaders to
create a go-to-market strategy and serve as
the COO of Sales.
Lead the strategic definition of the key sales
support systems/processes required to meet
the rapid growth of the business and achieve
revenue attainment and market development
objectives.
Sets the strategic vision and defines policy,
process and procedure for end to end
execution of territory planning, sales quota
setting, sales compensation management,
OP1, revenue planning, headcount planning,
goals planning, MBO target setting and
budgeting.

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Works on ambiguous data requests
and employs analysis to identify root
causes.
Cross-checks analytical data with other
published sources to establish fidelity,
and ensure errors do not occur.
Identifies opportunities for process
automation and enhancement in order
to increase productivity.
Effective written and verbal
communications in both internal and
external (customer facing)
correspondence.
Project Management and Has a basic knowledge of the project
Delivery management lifecycle and frameworks
 Setting expectations with a proven track record of taking
 Driving outcomes and ownership of tasks and delivering
accountability results.
 Cross collaboration
Identifies key milestones in projects,
drives timelines and delivers on
deadlines.
Applies project management
techniques to identify project risks,
opportunities and updates on project
or activity status.
Sales Operations Leveling Guide
Able to toggle between tactical actions and
longer-term initiatives, projects and planning
activities.
Proactively and independently works with
stakeholders to identify business needs and
design and implement solutions.
Has a working knowledge of the data available or
needed by the wider business for more complex
or comparative analysis.
Draft written and verbal communication with the
ability to communicate to management, and at
times in a cross-functional setting.
Represents the team on medium size projects or
working groups within own organization and
effectively communicates across teams.
Intermediate knowledge of project management
lifecycle and framework.
Drives accountability and actions against key
milestones in projects.
Updates management team on project or activity
status, escalates as necessary and holds
participants accountable for inputs through to
completion.
Solves ambiguous analysis with less well-defined
inputs and outputs; drives to the heart of the
problem and identifies root causes.
Drives recommendations from analysis that
significantly impact sales teams, creates new
mechanisms, or change existing mechanisms.
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enhancement and roadmap discussions with
Operations leadership.
Leads work streams aimed at automation and
enhancement for their immediate and broader
business.
Able to lead projects on behalf of cross-functional
teams in their organization from origination to
delivery.
Leads projects and ensures successful execution in
an interdisciplinary environment, partners with
business leaders and team members, including
Account Managers, Solutions Architects and
Professional Services, etc., to deliver on
objectives.
Strong knowledge of project management
lifecycle and framework.
Identifies reporting issues, gaps in processes, sales
and technical readiness and drive timely
resolutions.
Strong financial, analytical and communication
skills.
SME level understanding of customer invoicing,
credits, billing, and revenue routing.
October 2017
Brings together stakeholders and creates
alignment between global operations
functions and the broader AWS community.
Provides leadership across organizations,
driving success internally and externally on
long-term business plans derived from large-
scale analysis and changes strategic direction
of the organization as needed.
Approve and define the operational roadmap
and strategizing the usage of specific systems,
tools and applications.
Leads the most complex, mission-critical cross-
team projects from initiation through delivery
with multiple stakeholders.
Proven ability to communicate with business
and technical audiences at all levels, including
demonstrated success influencing senior
leaders and decision makers.
Experience in multiple organizational
functions. For example: compensation,
forecasting, organizational development, etc.
Defines and leads the operational cadence for
business area(s).
Defines and sets strategy for business-wide
(geo or function) projects, programs and/or
initiatives that improve sales productivity,
increase operational efficiency, and/or
establishes new processes needed by the
business.
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Leadership / Influence Works under general direction;
 Change Management encourage to operate autonomously,
 Business Partnering seeks guidance as needed.
 Setting Direction
Assumes responsibility to improve
efficiency and quality of work.
Manages multiple assignments and
customer requests/processes
concurrently, prioritizing accordingly.
Ability to help train geographically
dispersed teams on systems, processes
and best practices.
Escalates problems and roadblocks as
needed.
Sales Operations Leveling Guide
Operates in an autonomous fashion and seeks
leadership input / guidance on decisions
impacting the broader business.
May lead a team of junior Sales Operations
professionals supporting a business or function.
Able to provide guidance and coaching for the
group.
Required to regularly interface with sales
managers and/or sales directors within the
organization.
Gathers user requirements succinctly, and
updates, assesses, and communicates status to
team members (if required).
Manages multiple assignments and processes
concurrently, prioritizing accordingly – within
and outside of their team, including actively
participating in relevant work streams.
Ability to help train geographically dispersed
teams on systems, processes and best practices.
Escalates matters at the right time that may have
increased business risks and influences others
through their professional experience.
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Facilitates the execution of operational cadence
deliverables on behalf or for the sales Leader
including but not limited to monthly and quarterly
cadence, and pipeline and forecast calls.
Leads business-wide (geo or function) projects,
programs and/or initiatives that improve sales
productivity, increase operational efficiency,
and/or establishes new processes needed by the
business.
Understands and communicates the Sales
Operations vision to team members and
neighboring teams
Escalates and drives issues to resolution.
Able to stand-in for the sales leader as required.
October 2017
Thought leader sought after for key functional
and business decisions.
Leads a Sales Operations function or similar
responsibilities supporting mid-to-large scale
multi-geographical sales organization.
Plays a significant role in the hiring and
development of team members. Significantly
participates in recruiting efforts. Continually
raises the bar.
Defines the organizational vision and
communicates to front line leaders and
broader team.
Leads and sets vision for organizational
leadership reviews, talent management and
organizational design.
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Conducts performance management activities
People Manager for team members evaluating performance
Responsibilities against goals/objectives to include the annual
review and compensation processes.
Sets clear expectations and builds robust launch
plans and assigns goals for new team members.
Coaches and provides performance feedback
based on project milestones or completed work
product.
Serves as a front line manager for routine
questions and guidance.
Conducts performance management activities for
team members evaluating performance against
goals/objectives to include the annual review and
compensation processes.
Sets clear expectations and builds robust launch
plans and assigns goals for new team members.
Completes and communicates comprehensive
organizational capability planning process to cater
for future organization needs.
Proven capability of developing and attracting
high caliber talent.
October 2017
Conducts performance management activities
for team members evaluating performance
against goals/objectives to include the annual
review and compensation processes.
Sets clear expectations and builds robust
launch plans and assigns goals for new team
members.
Plays a significant role in career development
of others and actively seeks out development
opportunities for directs and mentors others.
Drives hiring efforts, develops people through
coaching and providing feedback, and creates
a network of potential internal and external
talent.