Come be a part of a rapidly expanding $35 billion dollar global business. At Amazon Business, a fast-growing startup passionate about building solutions, we set out every day to innovate and disrupt the status quo. We stand at the intersection of tech & retail in the B2B space developing innovative purchasing and procurement solutions to help businesses and organizations thrive. At Amazon Business, we strive to be the most recognized and preferred strategic partner for smart business buying. Bring your insight, imagination and a healthy disregard for the impossible. Join us in building and celebrating the value of Amazon Business to buyers and sellers of all sizes and industries. Unlock your career potential.
The Amazon Business MRO (Maintenance, Repair, and Operations) Lead, Large Customer Solutions is focused on transforming how Enterprise customers discover, evaluate, and purchase MRO products at scale. MRO is a critical procurement category for businesses across every industry — and Amazon Business is uniquely positioned to deliver a differentiated experience through selection breadth, competitive pricing, fast delivery, and technology-enabled buying tools. This role sits at the intersection of business development, technology, and category strategy — supporting the origination of new growth opportunities, building strategic partnerships, and executing the go-to-market approach for MRO across North America.
This role will serve as the single-threaded strategic leader for MRO across North America, owning the end-to-end vision, roadmap, and cross-functional execution required to accelerate MRO growth within Enterprise customers — spanning Industrial, Professional Contractor, and Small Business segments.
Key job responsibilities
MRO Strategy Ownership for Large Customers — Own the end-to-end MRO growth strategy for Enterprise and large customer accounts, defining the multi-year roadmap for selection coverage, sub-same day delivery expansion, and high-availability targets that directly enable top-tier deal origination and close; develop deep expertise in the MRO competitive landscape, customer buying behaviors, and procurement decision criteria to inform strategic positioning against traditional industrial distributors; define, monitor, and report on key business development metrics including deal pipeline, selection coverage gaps, delivery performance, and incremental revenue contribution; support QBR/MBR preparation with data-driven insights on MRO deal performance and competitive win/loss trends.
Deal Enablement & Executive Influence — Serve as the strategic MRO subject-matter expert embedded in large customer deal pursuits, structuring and negotiating complex MRO solutions alongside Account Executives and senior leadership; translate Amazon Business's technical product capabilities — including spec-based buying, AI-powered product discovery, and procurement integration — into customer-facing value propositions tailored to Enterprise procurement leaders; influence VP/SVP-level decision-making internally to secure cross-functional commitments (selection investment, delivery network prioritization, pricing authority) required to win top deals.
Selection Acquisition & Availability — Architect and drive the strategy to close MRO selection gaps critical to large customer deals through a coordinated 1P/3P approach across key subcategories (Personal Safety, Facility Safety, Shipping & Packaging, Facility Maintenance); own the business case and cross-functional escalation path to secure high-availability commitments and sub-same day delivery coverage for priority MRO SKUs; build and maintain a systematic feedback loop between customer deal requirements, partner/supplier ecosystems, and internal Retail/Vendor Management teams to ensure selection roadmap reflects real deal demand.
Cross-Functional Orchestration Without Direct Authority — Drive coordinated execution across Retail (selection), Vendor Management (pricing), Tech (search and buying experience), Delivery Operations (sub-same day coverage), Sales (deal execution), Managed Spend (procurement integration), and Finance — operating as the single point of accountability for MRO strategic decisions; establish regular cross-functional steering mechanisms and escalation cadences to remove blockers and accelerate deal velocity across matrixed teams.
Go-to-Market Execution & Partnership Development — Build and deploy MRO deal playbooks, competitive positioning materials, and segment-specific value proposition frameworks for field teams; support strategic partnerships with MRO suppliers and technology partners that expand selection breadth and delivery capability; mentor Account Executives and Customer Advisors on MRO-specific selling strategies; leverage business intelligence tools, customer analytics, and competitive benchmarking to identify whitespace opportunities and prioritize go-to-market investments that maximize large customer deal attach and revenue growth.
- Bachelor's degree
- Experience structuring and negotiating complex agreements and leading cross-functional groups to orchestrate and successfully complete deals
- 5+ years in business development, strategic partnerships, or technology-driven category/market development in B2B or industrial markets
- Demonstrated ability to translate technical product capabilities into customer-facing value propositions and go-to-market materials
- Proven ability to influence executive leadership (VP/SVP level) and drive organizational alignment across matrixed teams without direct reporting authority
- Strong analytical skills with experience utilizing business intelligence tools, customer analytics, and competitive benchmarking
- B2B procurement, industrial distribution, or MRO market expertise
- Experience supporting supplier/partner ecosystems in e-commerce or marketplace environments
- Track record of contributing to strategic technology partnerships that drove measurable business growth
- Familiarity with e-procurement systems, punchout catalogs, and enterprise procurement integration patterns
- Experience leveraging AI/ML technologies to improve product discovery, matching, or recommendation systems
- Comfort operating in ambiguous environments and building consensus around strategic priorities
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, MA, Boston - 147,900.00 - 200,100.00 USD annually
USA, NY, New York - 162,700.00 - 220,200.00 USD annually
USA, TX, Austin - 147,900.00 - 200,100.00 USD annually
USA, VA, Arlington - 147,900.00 - 200,100.00 USD annually
USA, WA, Seattle - 147,900.00 - 200,100.00 USD annually
