# Sr. Program Manager, Customer Management & GTM, SMGS Ops - Sales Planning & Policy at Amazon

Amazon is hiring a Sr. Program Manager, Customer Management & GTM, SMGS Ops - Sales Planning & Policy in Seattle, United States. It pays $134k-$181k a year and Level rates it Works on AI ●●●○; you can [apply on Amazon](https://jobsbylevel.com/go/598ae277-213f-439c-a5e1-b76068d9796b?utm_medium=ai-agent).

AI Level 3, AI centrality 65 out of 100. US, WA, Seattle.

## Details

- Company: [Amazon](https://jobsbylevel.com/companies/amazon)
- AI level: AI Level 3 (score 65 out of 100)
- Location: US, WA, Seattle
- Salary: $134k-$181k
- Posted: October 14, 2026
- Apply: https://jobsbylevel.com/go/598ae277-213f-439c-a5e1-b76068d9796b?utm_medium=ai-agent
- Free CV review for this job: https://jobsbylevel.com/cv-review?job=sr-program-manager-customer-management-gtm-smgs-ops-sales-planning-policy-at-amazon-5cb8e2

## Prepare for this job

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## Description

AWS Sales Planning and Compensation is the central team that designs and executes the policy, processes, and common structures and definitions that global sales planning runs on. Annual Planning is the window in which AWS implements major go-to-market changes to grow and support its customers: organizational structure changes, reviewing accounts and placing them into the right territories, with the right sales coverage and quota targets for the new year. Our job is to make those decisions early, consistently, and through governed inputs rather than disconnected assumptions, so sellers start the year with their accounts, territories, and quotas in hand. In-Year Planning is how those decisions stay current: the business does not stand still for twelve months, so the same structures have to be able to change in year, at the speed the business moves, without losing the governance that made them trustworthy at the start of it. Customer Management & GTM is the planning mechanism that produces well-formed customers in our CRM: each customer defined consistently, attributed to a single accountable team, and carrying the customer attributes that planning depends on. Coverage segmentation, territories, and quota targets are all set against the customers this process produces, so a customer that is wrongly formed is a coverage decision made wrongly for the whole year. It runs globally, across every business unit and geography: continuously in year, and at scale through the annual planning window with a hard close date. We are looking for a Program Manager to own the Customer Management & GTM policy and the program that delivers it. The design problem is scale. A small number of customer decisions genuinely need human judgement, and the rest should be settled by rules. Your job is to tell the two apart. You decide what the policy says, who may change a customer's accountability, on what evidence, and which decisions still require a person. Where a decision is both contested and consequential, you adjudicate, either yourself or through a review board you convene and chair. Your mandate is to make this scale as AWS grows. With Planning Tools, you will turn policy into logic the systems enforce and build the data-driven and agentic capabilities that take manual work out of the cycle. You will sit within the One Customer Partner (OCP) program, the framework for how AWS defines, identifies, and manages its customer and partner relationships, and you will co-own its primary change vehicle with the product leader who builds it. OCP defines what a well-formed customer is; Customer Management is where that definition meets every account in the business, which makes it where the definition gets tested. With the business, you will build a mechanism with enough give for the cases it should allow: where a customer decision is genuinely non-standard, the policy names the path, the team closest to it takes the decision, and the record carries the reason. Escalation stops being the only way past a rule that was drawn too tight. The measure is the same in all three directions: more customers formed correctly the first time, with less effort, and fewer decisions needing a person at all. Much of this work has no precedent to follow, and the right answer looks different depending on where you sit: each team is accountable for something different, so each reaches its answer in good faith and those answers do not agree. You are the one holding the wider view, in two directions: across the whole of AWS, and across what the business needs for the next ten years rather than what it wants today. Success in this role means forming a position and supporting it with data, then working it through with internal stakeholders and with customers to truth-seek what is genuinely right. Right means right for the customer and right for AWS, which is not always the conclusion any single team would come to on its own. Key job responsibilities - Own the Customer Management

The description is cut here. Read the full offer: https://jobsbylevel.com/jobs/sr-program-manager-customer-management-gtm-smgs-ops-sales-planning-policy-at-amazon-5cb8e2

Source: https://jobsbylevel.com/jobs/sr-program-manager-customer-management-gtm-smgs-ops-sales-planning-policy-at-amazon-5cb8e2

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Level. https://jobsbylevel.com/jobs/sr-program-manager-customer-management-gtm-smgs-ops-sales-planning-policy-at-amazon-5cb8e2.

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