Role at a glance
- Job function
-
Product, Strategy & Operations Business Operations
- Salary
- Not Disclosed
- Location
- Arlington, Virginia, United States Austin, Texas, United States
- Work arrangement
- On-site
- Experience
- 10+ years of Microsoft Excel experience
- Education
- Bachelor's degree in a quantitative field (engineering, economics, math, and statistics), business or equivalent
Spotted an issue?
We’ll check it against the original posting.
Role Summary
The GTM Planning Lead develops data-driven strategy and analysis for territory design, coverage models, and strategic initiatives within AWS Worldwide Public Sector Sales. The role turns statistical analysis into recommendations and executive-ready narratives to inform planning and investment decisions.
What You'll Do
- Analyze how territory composition, including segmentation, industry, and territory size, relates to pipeline creation and sales outcomes.
- Translate coverage segmentation principles into territory design parameters, benchmarks, and implementation guidance for divisions.
- Measure strategic GTM initiative effectiveness using control-group methodologies.
- Develop productivity metrics and benchmarking frameworks, and contribute to quarterly leadership reviews.
- Maintain data repositories, pipelines, dashboards, and analytical tools for territory and coverage monitoring.
Generated from the employer's posting. Verify important details before applying.
View full postingQualifications
10+ years of Microsoft Excel experience; experience analyzing complex data and translating results into actionable deliverables, messages, and presentations; a bachelor's degree in a quantitative field or business, or equivalent; expertise in quantitative analysis and statistical methods applied to business problems; and experience owning analytical programs end-to-end.
Preferred
- Experience using Salesforce (or other CRM tool) or BI tools
- Experience presenting to senior leadership
- Master's degree in econometrics, statistics, industrial engineering, operations research, optimization, data mining, analytics, or...
- Advanced analytical skills including econometric modeling, Shapley value decomposition, or machine learning techniques applied to...
- Experience with territory design, sales capacity planning, or coverage model analysis in a technology or enterprise sales environment
- Track record of designing and executing controlled studies (A/B tests, natural experiments, control group analyses) to measure program...
- Experience in multi-stakeholder management, translating technical analytical findings for non-technical senior leaders across...
Original job description
Content provided by the employer
Original job description
Content provided by the employer
Amazon Web Services (AWS) is seeking a GTM Planning Lead to drive data-driven Go-to-Market (GTM) strategy and analysis within the Worldwide Public Sector (WWPS) Sales organization. This role sits at the intersection of statistical analysis and GTM strategy, translating complex data into actionable insights that shape how WWPS designs territories, measures the effectiveness of coverage models, and evaluates emerging strategic initiatives.
The successful candidate will own three interconnected analytical workstreams:
Territory Design & Coverage Segmentation Analytics: Leading the quantitative analysis that underpins WWPS territory design decisions. This includes econometric regression analyses measuring how territory composition (industry purity, coverage segment purity) drives pipeline creation, building and maintaining implementation frameworks, and developing data packs that translate coverage frameworks into territory-level parameters for each division.
GTM Strategy Effectiveness Measurement: Designing and executing analytical studies that measure the impact of strategic GTM initiatives—such as FinOps strategic engagement, partner-led indirect sales motions, and greenfield coverage models—using control group methodologies and statistical rigor to quantify what is working and inform investment decisions.
Productivity Analysis & Benchmarking: Partnering with Finance to develop and refine productivity metrics frameworks, contributing to quarterly productivity reviews with senior leadership, and bench-marking seller performance across coverage segments, industries, and geographies to surface insights that drive operational improvements.
This role requires someone who combines strong quantitative skills with the business acumen to translate statistical findings into executive-ready narratives, and the cross-functional influence to drive adoption of data-backed recommendations across a complex, matrixed organization.
Key job responsibilities
Design and execute econometric analyses (regression, Shapley value decomposition) to quantify how territory composition variables—segmentation, industry, territory size—drive pipeline creation and sales outcomes across WWPS territories.
Own the WWPS Coverage Segment Implementation Framework, translating coverage segmentation principles into territory design parameters, benchmarks, and implementation guidance for each division.
Build and maintain data repositories and conduct territory inspections with stakeholders ahead of annual planning cycles.
Design analytical studies measuring the effectiveness of strategic GTM initiatives using control group methodologies to isolate impact and inform investment decisions.
Develop and review productivity metrics and bench-marking frameworks, contributing to quarterly reviews presented to GTM leaders and division leadership.
Synthesize complex analyses into executive-ready narratives and business cases for division leaders, informing coverage strategy decisions, emerging GTM investments, and opportunity prioritization.
Collaborate cross-functionally with Geo GTM leaders, Sales Operations, FSO, Enablement, and industry specialists to validate findings and integrate analytical insights into territory design and sales motions.
Develop and maintain data pipelines, dashboards, and analytical tooling enabling territory purity tracking and coverage segment monitoring at scale.
About the team
The WWPS Sales Strategy and Business Operations (SSBO) team enables the Worldwide Public Sector organization to operate at scale. The Strategic Planning & Insights (SP&I) team within SSBO designs the data and analytical frameworks that help WWPS sales teams focus on the highest-impact opportunities across Healthcare, Education, Government, National Security, and Nonprofit verticals.
The GTM Planning workstream within SP&I drives territory design decisions, measures the effectiveness of coverage models and GTM strategies, and provides data-backed insights that inform how WWPS allocates resources. We combine statistical rigor with business context to ground recommendations in evidence.
About AWS
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?
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
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
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.
- Experience conducting sophisticated and creative analysis of complex data and translate the results into actionable deliverables, messages, and presentations
- Bachelor's degree in a quantitative field (engineering, economics, math, and statistics), business or equivalent
- Demonstrated expertise in quantitative analysis and statistical methods (regression analysis, hypothesis testing, causal inference) applied to business problems
- Experience owning analytical programs end-to-end: scoping the question, designing the methodology, executing the analysis, and delivering actionable recommendations
- Experience presenting to senior leadership
- Master's degree in econometrics, statistics, industrial engineering, operations research, optimization, data mining, analytics, or equivalent quantitative field, or Master's degree or equivalent and 3+ years of machine learning/statistical modeling data analysis tools and techniques, and parameters that affect their performance experience
- Advanced analytical skills including econometric modeling, Shapley value decomposition, or machine learning techniques applied to sales/GTM optimization
- Experience with territory design, sales capacity planning, or coverage model analysis in a technology or enterprise sales environment
- Track record of designing and executing controlled studies (A/B tests, natural experiments, control group analyses) to measure program effectiveness
- Experience in multi-stakeholder management, translating technical analytical findings for non-technical senior leaders across distributed organizations
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
USA, TX, Austin - 133,900.00 - 181,200.00 USD annually
USA, VA, Arlington - 133,900.00 - 181,200.00 USD annually
USA, VA, Herndon - 133,900.00 - 181,200.00 USD annually
The successful candidate will own three interconnected analytical workstreams:
Territory Design & Coverage Segmentation Analytics: Leading the quantitative analysis that underpins WWPS territory design decisions. This includes econometric regression analyses measuring how territory composition (industry purity, coverage segment purity) drives pipeline creation, building and maintaining implementation frameworks, and developing data packs that translate coverage frameworks into territory-level parameters for each division.
GTM Strategy Effectiveness Measurement: Designing and executing analytical studies that measure the impact of strategic GTM initiatives—such as FinOps strategic engagement, partner-led indirect sales motions, and greenfield coverage models—using control group methodologies and statistical rigor to quantify what is working and inform investment decisions.
Productivity Analysis & Benchmarking: Partnering with Finance to develop and refine productivity metrics frameworks, contributing to quarterly productivity reviews with senior leadership, and bench-marking seller performance across coverage segments, industries, and geographies to surface insights that drive operational improvements.
This role requires someone who combines strong quantitative skills with the business acumen to translate statistical findings into executive-ready narratives, and the cross-functional influence to drive adoption of data-backed recommendations across a complex, matrixed organization.
Key job responsibilities
Design and execute econometric analyses (regression, Shapley value decomposition) to quantify how territory composition variables—segmentation, industry, territory size—drive pipeline creation and sales outcomes across WWPS territories.
Own the WWPS Coverage Segment Implementation Framework, translating coverage segmentation principles into territory design parameters, benchmarks, and implementation guidance for each division.
Build and maintain data repositories and conduct territory inspections with stakeholders ahead of annual planning cycles.
Design analytical studies measuring the effectiveness of strategic GTM initiatives using control group methodologies to isolate impact and inform investment decisions.
Develop and review productivity metrics and bench-marking frameworks, contributing to quarterly reviews presented to GTM leaders and division leadership.
Synthesize complex analyses into executive-ready narratives and business cases for division leaders, informing coverage strategy decisions, emerging GTM investments, and opportunity prioritization.
Collaborate cross-functionally with Geo GTM leaders, Sales Operations, FSO, Enablement, and industry specialists to validate findings and integrate analytical insights into territory design and sales motions.
Develop and maintain data pipelines, dashboards, and analytical tooling enabling territory purity tracking and coverage segment monitoring at scale.
About the team
The WWPS Sales Strategy and Business Operations (SSBO) team enables the Worldwide Public Sector organization to operate at scale. The Strategic Planning & Insights (SP&I) team within SSBO designs the data and analytical frameworks that help WWPS sales teams focus on the highest-impact opportunities across Healthcare, Education, Government, National Security, and Nonprofit verticals.
The GTM Planning workstream within SP&I drives territory design decisions, measures the effectiveness of coverage models and GTM strategies, and provides data-backed insights that inform how WWPS allocates resources. We combine statistical rigor with business context to ground recommendations in evidence.
About AWS
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?
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
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
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.
Basic Qualifications
- 10+ years of Microsoft Excel experience- Experience conducting sophisticated and creative analysis of complex data and translate the results into actionable deliverables, messages, and presentations
- Bachelor's degree in a quantitative field (engineering, economics, math, and statistics), business or equivalent
- Demonstrated expertise in quantitative analysis and statistical methods (regression analysis, hypothesis testing, causal inference) applied to business problems
- Experience owning analytical programs end-to-end: scoping the question, designing the methodology, executing the analysis, and delivering actionable recommendations
Preferred Qualifications
- Experience using Salesforce (or other CRM tool) or BI tools- Experience presenting to senior leadership
- Master's degree in econometrics, statistics, industrial engineering, operations research, optimization, data mining, analytics, or equivalent quantitative field, or Master's degree or equivalent and 3+ years of machine learning/statistical modeling data analysis tools and techniques, and parameters that affect their performance experience
- Advanced analytical skills including econometric modeling, Shapley value decomposition, or machine learning techniques applied to sales/GTM optimization
- Experience with territory design, sales capacity planning, or coverage model analysis in a technology or enterprise sales environment
- Track record of designing and executing controlled studies (A/B tests, natural experiments, control group analyses) to measure program effectiveness
- Experience in multi-stakeholder management, translating technical analytical findings for non-technical senior leaders across distributed organizations
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.
USA, TX, Austin - 133,900.00 - 181,200.00 USD annually
USA, VA, Arlington - 133,900.00 - 181,200.00 USD annually
USA, VA, Herndon - 133,900.00 - 181,200.00 USD annually
About the company
amazon
Large Enterprise
Amazon is a global leader in e-commerce and cloud computing, founded in 1994 by Jeff Bezos. Initially starting as an online bookstore, it has since expanded its offerings to include a vast range of products and services, including electronics, fashion, and digital content. With Amazon Web Services (AWS), the company also provides powerful cloud solutions to businesses around the world. Known for its innovation, customer-centric approach, and commitment to operational efficiency, Amazon continues to shape the future of retail and technology, consistently seeking new ways to enhance customer experiences.