Contract and Revenue Operations Mgr, ICON and O2R
AWS is the world’s most comprehensive and broadly adopted cloud platform, serving millions of customers including the fastest-growing startups, largest enterprises, and leading government agencies. This role sits within Business and Product Operations (BPO), which supports Sales, Marketing and Support teams within AWS.
The Contract and Revenue Operations Manager for APJC is a team manager position reporting to the BPO Regional Manager. The successful candidate will manage and develop the ICON team, which owns the end-to-end Statements of Work (SOW) contracting process for the APJ region, and the Order-to-Revenue (O2R) team, which owns downstream partner onboarding and invoicing, project creation, customer billing and, cost and revenue reporting operations for the APJC region. This role requires expertise in contract operations, team leadership, and strategic contribution. The manager will serve as the primary point of escalation for teams in the APJC region, support complex engagements, oversee stakeholder relationships at all levels, and partner with Sales, Business Operations, Finance, Accounting, Tax, and Legal to operationalize and enhance contract creation processes and the enablement of Order to Revenue processes. The ideal candidate works throughout the contract to revenue recognition lifecycle, is inquisitive, detail-oriented, enthusiastic about technology, and demonstrates sound judgment under pressure.
Key job responsibilities
This is a fast-paced environment that will require you to manage the team, find solutions to complex contract and billing challenges, liaise with stakeholders at all levels, drive process improvements, and mentor team members all in one day!
About the team
We are the APJC ICON and Order-to-Revenue (O2R) team within AWS Business and Product Operations (BPO), responsible for managing the full contract-to-revenue lifecycle across the Asia Pacific and Japan region. From SOW drafting and compliance through to partner billing and revenue recognition, we partner cross-functionally with Sales, Finance, Legal, and Accounting to keep operations running smoothly. If you enjoy solving complex problems, driving process improvements, and working at the intersection of contracts, finance, and technology, this is the team for you.
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.
IDE statement:
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 Contract and Revenue Operations Manager for APJC is a team manager position reporting to the BPO Regional Manager. The successful candidate will manage and develop the ICON team, which owns the end-to-end Statements of Work (SOW) contracting process for the APJ region, and the Order-to-Revenue (O2R) team, which owns downstream partner onboarding and invoicing, project creation, customer billing and, cost and revenue reporting operations for the APJC region. This role requires expertise in contract operations, team leadership, and strategic contribution. The manager will serve as the primary point of escalation for teams in the APJC region, support complex engagements, oversee stakeholder relationships at all levels, and partner with Sales, Business Operations, Finance, Accounting, Tax, and Legal to operationalize and enhance contract creation processes and the enablement of Order to Revenue processes. The ideal candidate works throughout the contract to revenue recognition lifecycle, is inquisitive, detail-oriented, enthusiastic about technology, and demonstrates sound judgment under pressure.
Key job responsibilities
- Manage, recruit, and develop a team of Contract, Partner, Order, Billing, Revenue Reporting, or Operations Specialists, including onboarding, training, peer review, career development, performance management, and setting quality standards to ensure accuracy and high performance across a geographically dispersed team operating in a fast-paced, high-visibility environment.
- Identify systemic or cross-deal issues early, own and resolve timely escalations, and keep management consistently informed of discussions and outcomes.
- Build and manage stakeholder relationships at all levels, including senior managers from Professional Services, ICON and O2R Managers, BPO Functional Leads, and Regional Managers, guiding decisions and handling difficult or sensitive conversations independently with clarity and influence.
- Partner with peers and stakeholders on a global scale to deliver in-region outcomes that are aligned with global processes, services, and strategic priorities.
- Lead initiatives to meet strategic goals for the ICON and O2R teams as well as the broader BPO organization, implement process improvements, and support change management with a focus on reducing complexity and increasing efficiencies for the customer.
- Own the Statements of Work (SOW) contracting process for APJ end-to-end, including drafting, reviewing for compliance with business, policy and legal requirements, gathering approvals, and tracking status.
- Own the Order-to-Revenue (O2R) down-stream partner, order, billing and revenue reporting process for APJC end-to-end, with direct impact to partner cost, revenue enablement and seller compensation.
- Ensure accurate, timely, and compliant billing to enable revenue recognition across seller engagements and support sales compensation processes with complete and reliable billing and revenue data.
- Own cost and revenue accruals for accurate period-end accounting entries, oversee purchase order creation, and manage end-to-end partner payments in coordination with Accounting, Finance, Procurement, and partner teams.
- Lead special projects to drive automation and integration across operations and partnering business teams
- Helps maintain month-end financial accuracy, operational compliance and enhance the overall seller, partner, and customer experience.
- Retrieve and analyze data using Excel, Salesforce.com and other BI systems to support regular reporting cycles.
This is a fast-paced environment that will require you to manage the team, find solutions to complex contract and billing challenges, liaise with stakeholders at all levels, drive process improvements, and mentor team members all in one day!
About the team
We are the APJC ICON and Order-to-Revenue (O2R) team within AWS Business and Product Operations (BPO), responsible for managing the full contract-to-revenue lifecycle across the Asia Pacific and Japan region. From SOW drafting and compliance through to partner billing and revenue recognition, we partner cross-functionally with Sales, Finance, Legal, and Accounting to keep operations running smoothly. If you enjoy solving complex problems, driving process improvements, and working at the intersection of contracts, finance, and technology, this is the team for you.
Basic Qualifications
- 2+ years of managing an operational team of people (frontline & backline) in a customer support/service environment or diverse ecommerce operations experiencePreferred Qualifications
- 3+ years of operations management experience
- Experience working with multiple stakeholders at various levels and in different locales to drive alignment
- Experience building strategic relationships with stakeholders, including communicating and collaborating across teams and functions
- • Bachelor’s degree in law, business, finance, operations, or other related areas
- • Proven ability to handle complex deals independently with consistent quality
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.
IDE statement:
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.