# AWS Specialist Sellers, Strategic Pursuits

**Company:** [OpenAI](https://hotfix.jobs/companies/openai)
**Location:** London, United Kingdom, Munich, Germany
**Role:** Account Executive
**Experience:** 15+ years
**Skills:** AWS, OpenAI, Generative AI, Cloud Partnerships, Enterprise Sales, Strategic Business Development, Enterprise Software, Data, Account Planning, Cloud Commitments, Pipeline Forecasting, Deal Structuring, Solutions Architecture, Negotiation, Genai Use Cases
**Posted:** 2026-07-22

> Leads strategic AWS/OpenAI co-sell pursuits, shaping and closing complex enterprise AI and cloud opportunities. The role requires 15+ years in enterprise technology sales or partnerships, strong executive engagement, AWS commercial expertise, and sophisticated deal strategy.

## Job Description

## 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.

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