Demand Generation Manager, Digital Acquisition

Amazon Web Services (AWS) provides companies of all sizes with an infrastructure platform in the cloud and we are growing our Digital Acquisition team within the North America Cloud Sales Center. The Digital Acquisition (DA) organization is the engine that converts digital demand into qualified pipeline at scale. We rapidly action high intent inbound interest, build new avenues for prospects to engage with us, and pair that demand with high volume prospecting to acquire new customers and accelerate their growth. In doing so we develop a talent flywheel that scales diverse early career professionals across the AWS Global Sales organization.

As a Digital Acquisition leader, you will manage a team of Customer Acquisition Representatives who convert inbound marketing qualified leads and self generated activity into quality top of funnel opportunities. You will own the speed and rigor of our inbound response motion, holding the team to SLA on lead follow up, and you will partner closely with marketing and demand generation to improve lead quality, routing, and the creation of new channels that grow the pool of customers raising their hand to engage AWS. You will exercise ownership in support of strategic efforts to penetrate new markets and verticals, all while educating and building trust with internal stakeholders such as field and inside sellers, marketing partners, and executive leaders to deliver results for the business.

As a frontline manager, you will provide in-depth coaching to your team of early career professionals across two levels at once: the repeatable high volume conversion motion that drives our funnel, and the deeper selling craft of qualification, upselling, and carrying a full cycle technical sale. Beyond skills and metrics, you will coach your reps to navigate ambiguous challenges, work effectively within AWS internal structures and cross functional teams, and progress deals when the path forward is not obvious. You will help your reps exceed KPIs, build genuine sales acumen, and progress within the AWS Global Sales organization.

Success will be measured by building an operationally excellent team that converts demand quickly and efficiently. You will live in the funnel math, lead to meeting, meeting to opportunity, activity to pipeline, and response time to SLA, relying on data provided by operations teams as well as analysis you generate yourself to dive deep into performance trends and inform decisions. You will not only run the operating model, you will improve it. As a manager, you will be responsible for upholding Amazon's goal of Striving to be Earth's Best Employer through effective hiring, people management, coaching, and culture building.

Key job responsibilities

Own the inbound demand conversion motion: manage the team to rapidly action marketing qualified leads within SLA, converting high intent inbound interest into scheduled meetings and qualified opportunities for Field Sales progression.

Drive digital demand and build new avenues for hand raisers to engage DA reps, partnering with marketing and demand generation on lead quality, routing, campaign experimentation, and new engagement channels.

Manage the team in building top of funnel pipeline through effective high volume prospecting alongside inbound conversion, generating qualified opportunities at scale.

Oversee all aspects of individual and team-wide coaching to develop early career talent across both the repeatable conversion motion and deeper full cycle selling craft, including qualification, upselling, technical deal progression, and Amazon Leadership Principles based competencies.

Provide dedicated coaching to help reps navigate ambiguous challenges, work within AWS internal structures and cross functional teams, and progress deals when the path forward is unclear.

Identify internal and external challenges and build scalable mechanisms that improve conversion, response time, and demand generation for your immediate team and your extended stakeholder organization.

Be the trusted advisor and voice of Digital Acquisition to regional and segment sales leaders, marketing partners, and cross-functional teams through business reviews and cross-functional roundtables.

Manage the team to weekly, biweekly, and quarterly performance KPIs and goals including inbound lead response and follow up, outbound calls and activities, meetings scheduled, and opportunity creation, and continuously improve the reporting cadence and dashboards behind them.

Grow technical acumen including GenAI tools and understanding of customer business issues through ongoing professional development and direct customer engagement, and coach your team to position GenAI effectively.

Contribute to DA and DG-wide initiatives such as culture building, piloting new tools and channels, and rep and manager development

Basic qualifications

- Bachelor's degree, or 3+ years of equivalent experience

- Experience in leadership roles in sales operations, sales strategy, finance, business development, or other related fields

Preferred qualifications

- 5+ years of technology sales, or 5+ years of people leadership experience

- Experience leading an inbound, demand generation, or high volume sales team operating to defined SLAs

- Experience partnering with marketing or demand generation to build pipeline and create new demand channels

- Experience coaching reps on full cycle technical selling, qualification frameworks, and upsell or expansion motion

- Familiarity with GenAI and the ability to coach its positioning in customer conversations

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, restricted stock units (RSUs), and sales incentives. 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 - 134,200.00 - 181,500.00 USD annually

USA, VA, Arlington - 134,200.00 - 181,500.00 USD annually