# AWS Specialist Seller, Strategic Pursuits

**Company:** [OpenAI](https://hotfix.jobs/companies/openai)
**Location:** San Francisco, CA, Seattle, WA, New York, NY
**Role:** Sales Engineering
**Salary:** $302k – $335k/yr
**Experience:** 15+ years
**Skills:** AWS, GenAI, AI, Cloud, Enterprise Sales, Strategic Selling, Co-sell, Pipeline Management, Account Planning, Deal Structuring
**Posted:** 2026-07-31

> Leads priority AWS/OpenAI co-sell opportunities for strategic enterprise accounts, partnering with AWS teams to identify, shape, and close high-value GenAI deals. Requires 15+ years in enterprise tech sales with AWS/cloud expertise and executive engagement skills.

## Job Description

## Responsibilities
- Lead commercial execution of priority AWS/OpenAI co-sell opportunities across strategic enterprise accounts.
- Identify and qualify high-potential opportunities focused on GenAI adoption, frontier platform use cases, and enterprise-wide transformation.
- Partner with AWS and OpenAI field teams to align account strategy, messaging, stakeholder mapping, and execution plans.
- Develop customer-facing value propositions that connect OpenAI capabilities with business priorities and AWS infrastructure strategies.
- Drive executive-level engagement including customer meetings, business case development, negotiations, and account reviews.
- Coordinate cross-functionally with Sales, Partnerships, Solutions Architecture, Product, Legal, Finance, and Deal Desk teams to progress complex opportunities.
- Build repeatable co-sell playbooks, qualification frameworks, account planning processes, and sales assets to scale the joint motion.
- Manage pipeline health, forecasting inputs, deal risks, blockers, and escalation needs across assigned pursuits.
- Serve as a trusted advisor to Account Directors by bringing strategic selling expertise and deal-structuring judgment.
- Maintain awareness of competitive dynamics across hyperscalers, GenAI platforms, and enterprise AI vendors.

## Requirements
- 15+ years of experience in enterprise sales, strategic business development, cloud partnerships, or complex technology go-to-market roles.
- Strong track record of shaping and closing large-scale enterprise technology deals.
- Experience in AI, GenAI, cloud, data, enterprise software, or professional services sales.
- Experience in overlay sales, specialist seller, strategic pursuits, or partner-led co-sell environments.
- Understanding of AWS commercial models, enterprise account planning, cloud commitments, and partner operating rhythms.
- Ability to engage credibly with CIOs, CTOs, CDOs, business leaders, procurement teams, and partner executives.
- Strong commercial judgment in opportunity qualification, deal strategy, and escalation management.
- Thrive in ambiguity and build new operating motions from the ground up.
- Communicate clearly and synthesize technical, customer, and commercial inputs into actionable recommendations.
- Prior experience at AWS, another major cloud provider, a leading enterprise software company, or a high-growth AI company.
- Understanding of partner-led sales motions involving hyperscalers, GSIs, or strategic technology partners.
- Familiarity with enterprise AI use cases across industries such as financial services, healthcare, retail, manufacturing, technology, energy, or public sector.

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**Apply:** https://hotfix.jobs/jobs/46d52052-8658-4647-a5c6-832a9cd01196
**Canonical:** https://hotfix.jobs/jobs/46d52052-8658-4647-a5c6-832a9cd01196