About the Role: AWS seeks a Senior AI Specialist Sales professional to drive adoption of AWS's full stack AI services across ISV/DNB sectors. This individual contributor role requires deep AI/ML expertise, executive presence, and proven sales success. You'll engage C-level executives (CEOs, CTOs, CAIOs, CFOs, line of business owners) to accelerate Generative AI and Agentic AI adoption, bridging business strategy with technical implementation.
Key requirement: Ability to engage with CEO/LOB owners for strategic conversations to leverage AI for business transformation, as well as with CTO/CAIO for AI-implementation linked technical architecture conversations. AI specialist solution architects will support for Level 300+ deep dives.
Key job responsibilities Engage C-suite executives to drive AWS AI services adoption: CEOs (business transformation), CTOs/CAIOs (technical architecture), CFOs (ROI models), line of business owners (use cases). Lead AI-focussed Executive Briefing Centers, board presentations, and strategic planning workshops.
Drive adoption of AWS full stack AI services (incl., but not limited to Amazon Bedrock, SageMaker, Amazon Q, Trainium / Inferentia etc.). Focus on Generative AI and Agentic AI as priority areas. Articulate business value from infrastructure (custom silicon) to applications; and position AWS AI services differentiation across aspects of model choice, security, cost optimization, responsible AI etc.
Solution Design & Sales Execution: Structure C-suite conversations on business outcomes that can be delivered using AI. Identify high-value industry-aligned use cases. Develop compelling business cases with quantified ROI and time-to-value. Own revenue targets for AI/ML services for assigned territories. Manage end-to-end sales cycles. Lead POCs and pilots demonstrating AWS AI services
Thought Leadership: Represent AWS at industry-aligned events. Develop executive presentations, thought leadership and case studies. Provide market insights to inform AWS product roadmaps
About the team Diverse Experiences Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.
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Basic Qualifications
- Knowledge of AWS services including compute, storage, networking, security, databases, machine learning, and serverless technologies
- Experience engaging and influencing C-level executives, both business and technical
- Experience exceeding sales targets using a consultative, solutions-focused approach or equivalent
- Experience in solving complex business challenges by delivering accurate and timely financial models, analysis, and recommendations that have a proven impact on business (e.g., financial savings, operational improvements, or customer benefits), or experience communicating results to senior leadership
- Work experience: 10+ years sales or pre-sales experience in Data/Analytics/AI-ML/Digital Transformation in ISV/DNB sector with last couple of years in AI aligned roles.
- Technical Expertise: Proven experience in sales and/or practitioner roles across end-to-end AI value chain incl. LLMs, foundation models, RAG, model fine-tuning, ML Ops and AI infrastructure (GPUs, custom silicon and accelerated compute).
- Strong communication skills (simplify complex AI concepts for diverse audiences).
Preferred Qualifications
- MBA, or Bachelor's degree in computer science, engineering, analytics, mathematics, statistics, IT or equivalent
- AWS certification
- Experience working as AI Practice lead or AI Solution Lead.
- Work experience in ISV/DNB sector with Hyperscalers, Strategy Consulting, Technology consulting arm of Big 4, AI consulting/services firms, GSIs, GCCs, ISVs.
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