The AI & Surge Enablement Lead is the single-threaded owner of AI and Surge Inference enablement across the EMEA AGS Sales organisation. This is a high-visibility, high-impact role at the centre of EMEA's #1 strategic priority — equipping our field sales teams with the skills, knowledge, tools, and confidence to lead effective AI conversations with customers and accelerate Surge Inference outcomes at scale. Reporting to the Head of EMEA Enablement, this role owns the strategic enablement relationship with the EMEA AI and Surge Sales Leaders and their organisations, acting as their trusted enablement business partner. The AI & Surge Enablement Lead is responsible for independently developing and driving the AI enablement strategy and program roadmap for EMEA — spanning the full breadth of AI including generative AI, agentic AI, machine learning, AI services, and AI-powered sales tools. They will translate rapidly evolving AI capabilities into practical, field-ready enablement programs that move sellers from foundational AI literacy through to advanced customer engagement and opportunity progression. The successful candidate will be a strategic operator who combines deep domain curiosity with the ability to execute at pace. They will build and own strategic relationships with field leadership and AI stakeholders across EMEA, identify readiness gaps, design and deliver targeted enablement interventions, and measure impact against business outcomes. They will serve as the recognised voice of the field on AI enablement needs and act as the channel between the field and the broader AI enablement ecosystem at EMEA and Worldwide level. This role requires someone who thrives in ambiguity, can independently determine the right priorities, and has the credibility and presence to influence senior sales leaders. The AI landscape moves fast — this person must move faster.
Key job responsibilities • Own the end-to-end AI & Surge enablement strategy and program roadmap for EMEA AGS Sales, with full accountability for prioritisation, design, delivery, and impact • Own and manage the strategic enablement relationships with EMEA AI and Surge Sales Leaders and their leadership teams, serving as their primary enablement business partner • Develop and deliver enablement programs across the full AI spectrum — generative AI, agentic AI, machine learning, AI services, and AI-powered sales tools — tailored to the needs of different field roles, segments, and maturity levels • Build and maintain deep, strategic relationships with EMEA AI GTM leadership, Specialist Sales, Solutions Architecture, and Product teams to ensure enablement is tightly aligned with go-to-market priorities and the Surge Inference initiative • Serve as the primary voice of the field on AI enablement, gathering data, insights, and feedback to inform priorities and surfacing gaps to EMEA and Worldwide stakeholders • Design and execute the AI skills development pathway for EMEA field sellers, from foundational AI literacy through to advanced opportunity qualification, customer conversation frameworks, and proof-of-concept-to-production coaching • Drive adoption and compliance of AI-related certifications, learning paths, and readiness programs across the EMEA field organisation • Develop, create, and curate AI enablement content — including playbooks, battle cards, talk tracks, workshop materials, and competitive positioning — ensuring relevance to EMEA market dynamics and customer needs • Design and own the metrics framework to measure AI enablement program effectiveness, adoption, and business impact, reporting regularly to EMEA leadership and AI Sales Leaders • Develop and maintain an effective governance process for AI enablement content, ensuring materials are current, accurate, and aligned with the latest product capabilities and competitive landscape • Coordinate with Worldwide Field Enablement to influence and align on global AI enablement priorities, representing the EMEA field perspective • Integrate AI enablement into broader EMEA onboarding, always-boarding, and segment-specific programs in partnership with Area Enablement Leads
About the team The AGS EMEA Field Enablement team are the builders behind the builder. We design and deliver learning experiences, tools, and resources that drive confidence and competence across our customer-facing field — empowering sellers to have the right conversations, at the right time, with the right customers. We operate at the intersection of strategy and execution: translating business priorities, field insights, and performance data into enablement programs that move the needle. We are a diverse, innovative team that thrives on turning ambiguity into action and anecdotes into evidence. Our work spans the full seller journey — from onboarding to mastery — and is grounded in the AWS Way of Selling (AWOS), our AI-powered selling motions, and the evolving needs of our customers and field teams across EMEA.
Basic Qualifications
- Bachelor's degree or equivalent
- Experience in technology-related sales, business development, or sales engineering/consulting
- Experience communicating to senior management and customers verbally and in writing
- Experience using data and analytics to drive sales strategy and results
- Experience driving internal cross-team collaboration
- Experience in strategic thinking about business, enterprise software products, and new technology platforms and architectures or equivalent
Preferred Qualifications
- Experience using Salesforce (or other CRM tool) or BI tools
- Experience with solution-selling methodologies
- Experience in program or project management
- Experience designing and developing training content including instructor-led materials, job aids and other resources
- Experience in cloud computing technologies
- Ability to present deliver in person and remote enablement events directly to the field with subject matter credibility
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