Application deadline: Sep 25, 2026

AWS Specialist and Partners (ASP) Business Planning & Operations is seeking a Sr. Pipeline & Revenue Planning Lead to own the forecasting and target-setting mechanisms that connect pipeline generation to revenue outcomes across ASP's Specialist and Partner organizations. This role is the single-threaded owner of quarterly pipeline forecasting, revenue-to-pipeline bridge analytics, and the operational readiness of new partner revenue metrics — ensuring ASP leadership has data-driven targets, accurate forecasts, and the scalable mechanisms to act on them.

This is not a reporting role. You will build the mechanisms that translate business signals — market shifts, GTM changes, new product launches, partner maturity curves — into forward-looking pipeline targets that field teams can execute against. You'll own the end-to-end process: from data architecture and model design through stakeholder alignment, target deployment, and in-year recalibration. You'll do this in an environment where the business changes faster than historical trends can predict, requiring you to blend quantitative rigor with business judgment.

This role sits at the intersection of ASP Ops (Data/BI, business-aligned operations teams), SMGS Ops Central BI and Planning, Finance, and Data Science. You will be the focal point connecting these organizations — building efficient, scalable mechanisms that replace manual, fragmented forecasting processes with AI-enabled, agent-driven workflows.

Key job responsibilities

• Own the quarterly pipeline forecasting and target-setting mechanism for AWS Specialists and Partners — combining historical trend analysis, revenue-to-pipeline bridge modeling, and forward-looking business insights to produce data-driven, actionable targets.
• Build and maintain the revenue-to-pipeline bridge that connects bookings, revenue recognition, and pipeline generation — making the relationship between these metrics transparent and predictable for planning purposes.
• Serve as the focal point across ASP Ops, SMGS Ops, and Finance to design, implement, and govern scalable forecasting mechanisms augmented with AI-powered agents.
• Own operational readiness and planning implementation for new partner revenue metrics — partnering with Data Science, Product Engineering, Finance, and BI teams to translate metric definitions into planning-ready mechanism (targets, baselines, reporting, governance).
• Proactively identify when forecasts diverge from actuals, diagnose root causes (market shifts, GTM changes, data quality, coverage gaps), and provide recommendation to senior leadership.
• Translate complex analytical outputs into clear, decision-ready recommendations for ASP leadership — you own the "so what" and the "now what," not just the reporting the news.

A day in the life
You start the quarter by reviewing pipeline actuals against forecast, diagnosing where the model was right and fell short. You partner with BI team to update the revenue-to-pipeline bridge with fresh inputs and run scenario models for next quarter's targets. You are in a working session with Finance and BI aligning on forecasting and reporting methodologies for a new partner revenue measure that needs to be planning-ready by next cycle. After lunch, you brief an ASP Ops leader on why pipeline targets need recalibration based on a GTM change that shifted coverage — you bring the recommendation, not just the problem. Between meetings, you refine the AI agent that automates pipeline variance reporting so your stakeholders get insights without waiting for you to produce a doc. No two quarters look the same, and you make sure the forecasting mechanism adapts as fast as the business does.

About the team
The ASP Business Planning & Operations team drives strategic planning, operational excellence, and builder experience transformation across AWS Specialists and Partners. We manage annual planning, in-year planning, workflow automation, and partner internal tooling. Our team culture emphasizes curiosity, customer obsession, and data-driven decision making. We believe in "codify, simplify, automate" — fixing the process first, then scaling it through tooling and AI.

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

• Experience conducting sophisticated and creative analysis of complex data and translate the results into actionable deliverables, messages, and presentations
• 7+ years of experience in sales operations, revenue operations, or business planning with direct ownership of pipeline forecasting or quota/target-setting
• Experience building and owning forecasting models that combine quantitative methods with business judgment (not purely historical extrapolation)
• Experience working cross-functionally across Sales, Sales Operations, Finance, and Data/BI organizations to forecast and set revenue/pipeline targets

Preferred qualifications

• Experience with reporting and Data Visualization tools such as Quick Sight / Tableau / Power BI or other BI packages
• Experience working in a fast-paced and ambiguous environment, or experience building and managing financial models for business forecasting and problem solving
• Experience with pipeline-to-revenue conversion analytics or bookings-to-revenue bridge methodologies
• Experience implementing AI-enabled or agent-driven automation into operational workflows (design, deployment, and iteration)

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

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, CA, Mountain View - 147,300.00 - 199,300.00 USD annually
USA, CO, Denver - 133,900.00 - 181,200.00 USD annually
USA, NY, New York - 147,300.00 - 199,300.00 USD annually
USA, TX, Dallas - 133,900.00 - 181,200.00 USD annually
USA, VA, Arlington - 133,900.00 - 181,200.00 USD annually
USA, WA, Seattle - 133,900.00 - 181,200.00 USD annually