Principal Business Operations - Pipeline Lead, AGS Business Operations
Listed on 2026-02-14
-
Business
Business Development -
Sales
Business Development, Sales Manager
Overview
Description
AWS Global Sales Operations is seeking a Principal Business Operations professional to own and drive the Pipeline Mechanism for the global sales organization spanning 7+ Geo/BUs worldwide. This individual contributor role will transform how AGS manages pipeline effectiveness to support growth objectives.
Description
AWS Global Sales Operations is seeking a Principal Business Operations professional to own and drive the Pipeline Mechanism for our global sales organization spanning 7+ Geo/BUs worldwide. This role will design, implement, and continuously optimize the systems that ensure AGS aligns sales activities with revenue goals across all customer segments worldwide. You will partner with Senior Sales Leadership, Business Intelligence, Finance, Sales Operations teams globally, marketing, and partner organization leaders to drive pipeline quality, improve win rates, and reduce sales cycles.
This position requires strong analytical capabilities, deep sales operations expertise, and the ability to influence outcomes across a complex global organization.
The ideal candidate combines strategic thinking with hands-on execution, translating complex pipeline data into actionable insights that drive measurable business outcomes. You will own the end-to-end pipeline inspection framework, including IPMM (Integrated Pipeline Management Mechanism), monthly Geo/BU reviews, and quarterly qualitative insights reporting across regions, surfacing new insights to improve pipeline quality, effectiveness, and impact.
Key responsibilities- Own the design and continuous improvement of the AGS Pipeline Mechanism worldwide, including IPMM targets, monthly pipeline reviews, and quarterly insights reports across 7+ Geo/BUs, coordinating with sales, marketing, and partner organizations
- Develop quarterly IPMM targets aligned to revenue outcomes, establishing clear line-of-sight from pipeline activities to business results across all segments including DFSI framework
- Partner with Business Intelligence, Sales Operations, marketing, and partner organizations globally to build pipeline analytics including win/loss analysis, territory penetration, seller productivity, and GenAI adoption tracking
- Design monthly themed deep-dive reviews focused on function, segment, motion, industry, and service effectiveness, driving improvements in win rates and pipeline results across sales, marketing, and partner teams
- Provide insights to AGS leadership on pipeline impact and effectiveness, translating complex pipeline metrics into executive-ready strategic recommendations that highlight trends, opportunities, and risks across all pipeline sources
- Create scalable inspection mechanisms that reduce sales unit misses, improve pipeline coverage, and decrease sales cycles through data-driven insights, working with field sales and partner organizations
- Drive integration between Pipeline Mechanism and other ROTB 2.0 components, ensuring systematic connectivity between PRR, IPMM, Gap to Green, and forecast models
- Lead cross-functional initiatives to enhance pipeline tooling (SIFT, Book of Insights, AWSentral Platform), driving adoption globally while ensuring integration with marketing and partner systems
- Establish success metrics for pipeline results including quality indicators, coverage ratios, hygiene standards, source analysis, and early warning signals across direct sales, marketing, and partner channels
- Build partnerships with Geo Sales Operations, BU leaders, marketing teams, and partner organizations worldwide to drive accountability and continuous improvement in pipeline management practices
Your morning begins reviewing overnight pipeline updates from APJ, identifying trends in IPMM metrics across regions. You join the weekly W prep call, presenting pipeline coverage analysis and flagging at-risk opportunities. Mid-morning, you partner with BI teams to refine win/loss dashboards, incorporating feedback from EMEA sales leaders. After lunch, you facilitate a themed deep-dive session on GenAI pipeline effectiveness with marketing and partner teams, translating field insights from SIFT into actionable…
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