# AWS Specialist Seller, Strategic Pursuits

**Company**: OpenAI
**Location**: San Francisco
**Work arrangement**: hybrid
**Experience**: senior
**Job type**: Full time
**Salary**: $302K – $335K
**Category**: Sales
**Industry**: Technology
**Wikidata**: https://www.wikidata.org/wiki/Q124605186

**Apply**: https://jobs.ashbyhq.com/openai/c44a22a3-6d6f-41f3-bd54-3379034f3e59
**Canonical**: https://yubhub.co/jobs/job_bedfdfad-bc6

## Description

We are hiring a Senior Specialist Seller to join the Strategic Pursuits team and lead priority opportunities generated through the joint AWS and OpenAI co-sell motion. This role is ideal for a senior seller with deep experience in enterprise technology, AI, cloud, or complex transformation sales motions.

In this role, you will:

- 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.

You might thrive in this role if you:

- Have 15+ years of experience in enterprise sales, strategic business development, cloud partnerships, or complex technology go-to-market roles.

- Have a strong track record of shaping and closing large-scale enterprise technology deals.

- Bring experience in AI, GenAI, cloud, data, enterprise software, or professional services sales.

- Have worked in overlay sales, specialist seller, strategic pursuits, or partner-led co-sell environments.

- Understand AWS commercial models, enterprise account planning, cloud commitments, and partner operating rhythms.

- Can engage credibly with CIOs, CTOs, CDOs, business leaders, procurement teams, and partner executives.

- Demonstrate strong commercial judgment in opportunity qualification, deal strategy, and escalation management.

- Thrive in ambiguity and can build new operating motions from the ground up.

- Communicate clearly and synthesize technical, customer, and commercial inputs into actionable recommendations.

- Have prior experience at AWS, another major cloud provider, a leading enterprise software company, or a high-growth AI company.

- Understand partner-led sales motions involving hyperscalers, GSIs, or strategic technology partners.

- Bring familiarity with enterprise AI use cases across industries such as financial services, healthcare, retail, manufacturing, technology, energy, or public sector.

## Skills

### Required
- Enterprise sales
- Strategic business development
- Cloud partnerships
- Complex technology go-to-market roles
- AI
- GenAI
- Cloud
- Data
- Enterprise software
- Professional services sales