AWS Specialist Seller, Strategic Pursuits

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. You will partner closely with Account Directors, AWS field teams, and cross-functional stakeholders to identify, shape, advance, and close high-value strategic enterprise engagements.

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:

• 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.