Principal Industry PDS - Retail, Restaurants and Consumer Goods (RRCG), AMER Industry & Solutions

The AMER Industry & Solutions (I&S) team is looking for an experienced RRCG Industry Leader to join our fast-paced team and drive customer outcomes at scale via AWS partners through persona-based GTM strategies.

Lead RRCG pipeline creation through customer-facing BD engaging CXO personas while building scalable mechanisms enabling partner-led delivery. Execute CXO Elevate plays across RRCG sub-industries - Restaurants, Everyday Essentials (Health, Beauty, Drug, Groceries), Retail (Style and Specialty), CPG, ECOM targeting CMO, COO, CIO, CFO, and CAIO buyers—deep experience working with one or more of these CXO personas is highly preferred.

The ideal candidate will possess deep RRCG industry background with 10+ years of work experience with RRCG companies. Additional experience in consulting or BD specifically with RRCG companies is preferred. The candidate should have a demonstrated ability to think strategically about new business models, solution selling, and partner engagement to help build and convey compelling value propositions for AWS customers through AWS Partners.

Key job responsibilities
Lead RRCG pipeline creation ensuring monthly and yearly attainment targets are ahead of plan

Execute persona-based GTM strategies targeting CMO, COO, CIO/CTO/CISO, CFO, and CAIO personas to prospect and qualify Qualified+ opportunities

Lead customer-facing activities at major industry conferences including executive innovation breakfasts, panel discussions, and customer showcase events

Conduct high-impact CXO-level meetings to understand business transformation priorities and advance strategic opportunities

Build and pilot scalable mechanisms enabling partner-led delivery, transitioning ownership to operations teams while developing AI, automation, and knowledge sharing capabilities to improve sales cycle speed and win rates

Represent RRCG in MBRs providing insights on pipeline health, gaps, and corrective actions

Navigate ambiguity and drive alignment across multiple business units in highly-matrixed environments without direct authority

Establish strategic relationships with Technology (ISV) and Consulting (GSI) partners, driving C-level and LOB connections within RRCG

Execute GTM plans with clear ROI metrics and partner-attached pipeline targets

A day in the life
Engage directly with CXO-level executives at RRCG companies to understand business transformation priorities. Lead executive innovation breakfasts at industry conferences, participate in panel discussions, and facilitate customer roundtables generating Qualified+ pipeline. Conduct strategic customer meetings with measurable ROI outcomes.

Build and pilot mechanisms enabling partner-led delivery at scale, transitioning ownership to operations teams. Represent RRCG in MBRs analyzing pipeline health, what's working, and gaps. Develop automation and AI-driven processes improving sales velocity and win rates.

Coordinate AWS field teams establishing account targeting frameworks for always-on engagement. Coach field teams on partner-led customer engagement strategies through weekly enablement sessions. Orchestrate multi-party customer events bringing together Customers, Partners, AWS and Pan Amazon business units.

About the team
The AMER Industry & Solutions Team consists of subject matter experts across industries and technical domains—customer obsessed while remaining partner-agnostic. We serve decision makers in the technology buying process, inclusive of IT and line of business leaders.

Our mission is to deliver customer outcomes at scale via AWS partners by industry. We execute with deep industry knowledge to drive measurable business results. We build for scale from day one—if it won't scale, we redesign it. We prioritize ruthlessly and act with urgency, accountable for what we do and what we fail to do. We challenge the status quo, continuously improving rather than maintaining. We absorb complexity so customers don't have to, making every interaction effortless. We experiment boldly, share results openly, and treat intelligent failures as investments in innovation.

Our team succeeds through collaboration in a highly-matrixed environment.

About AWS
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred 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.
- 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- 7+ years of developing, negotiating and executing business agreements experience
- 7+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience
- Bachelor's degree or equivalent
- 7+ years of experience working in the Retail, Restaurant, or Consumer Goods industries - Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner
- Experience selling to Fortune 1000 or Global 2000 organizations

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 - 193,700.00 - 262,000.00 USD annually
USA, NY, New York - 193,700.00 - 262,000.00 USD annually
USA, VA, Arlington - 176,100.00 - 238,200.00 USD annually