Sr Sales Operations Lead, Security Specialists, NAMER Specialist Operations

AWS is looking for a GTM Strategy and Sales Operations Lead for the Security Specialists business within AGS North America (NAMER). This role will architect and execute growth strategies that drive the Security business toward its OP2 revenue targets in NAMER, combining strategic GTM planning with operational rigor to unlock pipeline creation, partner co-sell, and sales team effectiveness. This is a newly formed, high-visibility role that sits at the intersection of field execution and partner-led growth—operating as a force-multiplier for the Security Sales Leader and the broader NAMER Security selling team. The role is equally split between sales operations excellence and go-to-market strategy, making it a uniquely broad opportunity for a candidate who combines analytical rigor with strategic creativity. As the single-threaded owner of this function, you will build and run the operational engine that powers a fast-scaling business—from territory design and quota deployment to pipeline instrumentation and forecast cadence. In parallel, you will cultivate the partner ecosystem needed to accelerate top-of-funnel activity, working side-by-side with ISV partners, marketing, and demand-generation teams to convert outbound campaigns into qualified, attributable pipeline. The right candidate thrives on ambiguity, moves fast, and brings a rare combination of operational rigor and strategic creativity. You will serve as the trusted analytical and strategic partner to the NAMER Security Sales Leader while also acting as the connective tissue that aligns sellers, partners, and cross-functional teams around shared GTM motions. Work products and best practices developed in NAMER will have the potential to influence and be adopted by global Security teams. Key Job Responsibilities You will own the full operational lifecycle for the NAMER Security Specialist sales team, ensuring the business runs with speed, clarity, and data-backed decision-making. This begins with designing and maintaining annual and in-year territory plans—ensuring optimal geographic and account coverage aligned to growth priorities—and extends to leading quota-setting processes in partnership with Sales Leadership. You will translate business targets into seller-level goals and own the mechanics of quota deployment and compensation plan setup. A core part of your mandate is building and running a rigorous, recurring forecast and pipeline management cadence. You will produce regular reporting packages that give the Security Sales Leader and senior leadership clear visibility into the state of the business. You will also establish end-to-end pipeline tracking infrastructure, monitoring and improving key funnel metrics including opportunity creation rates, launch rates, pipeline-to-revenue ratios, and closed revenue—surfacing insights and driving corrective actions where needed. Becoming a deep expert in AWS internal sales systems, tools, and processes is essential to this role. That expertise will allow you to operate autonomously and guide the selling team through operational requirements with minimal friction. You will partner with cross-functional operations peers in Finance, HR Ops, and Compensation to ensure alignment of operational plans with organizational targets, and you will develop and maintain operational dashboards, business reviews such as QBRs and MBRs, and recurring narratives that translate data into clear strategic recommendations for sales leadership. On the go-to-market side, you will serve as the primary GTM strategy partner to the Security Sales Leader—developing segment-level plans that connect market opportunity, competitive positioning, and seller capacity into actionable growth strategies. You will build and deepen relationships with key ISV Security partners, facilitating best-practice sharing, joint GTM alignment, and co-sell execution. Ensuring partners are leveraging AWS co-sell mechanisms effectively to drive incremental