AWS Specialist Sellers, Strategic Pursuits

Responsibilities

• Lead commercial execution of priority AWS/OpenAI co-sell opportunities across strategic enterprise accounts.
• Identify and qualify opportunities focused on generative AI adoption, frontier platform use cases, and enterprise-wide transformation.
• Partner with AWS and OpenAI field teams on account strategy, messaging, stakeholder mapping, and execution plans.
• Develop customer-facing value propositions connecting OpenAI capabilities with business priorities and AWS infrastructure strategies.
• Drive executive-level engagement, including customer meetings, business case development, negotiations, and account reviews.
• Coordinate with Sales, Partnerships, Solutions Architecture, Product, Legal, Finance, and Deal Desk teams.
• Build repeatable co-sell playbooks, qualification frameworks, account-planning processes, and sales assets.
• Manage pipeline health, forecasting inputs, deal risks, blockers, and escalation needs.
• Advise Account Directors with strategic selling expertise and deal-structuring judgment.
• Monitor competitive dynamics across hyperscalers, generative AI 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.
• Track record of shaping and closing large-scale enterprise technology deals.
• Experience in AI, generative AI, 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.
• Ability to operate in ambiguity and build new operating motions.
• Clear communication and ability to synthesize technical, customer, and commercial inputs.
• 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 including financial services, healthcare, retail, manufacturing, technology, energy, or public sector.