Are you a customer-obsessed builder with a passion for helping enterprises unlock transformative value from Generative AI? Do you combine deep technical proficiency in GenAI — foundation models, Amazon Bedrock, agentic architectures — with the business acumen to land AI transformation programmes tied to real customer outcomes? Do you thrive at the intersection of technology strategy and commercial execution? Join the EMEA Go-to-Market Specialist Team to lead the GenAI transformation agenda across one of AWS's highest-growth and most strategic domains.
The Worldwide Specialist Organization (WWSO) is part of AWS Sales, Marketing, and Global Services (SMGS). We work backwards from our customers' most complex and business-critical problems to build and execute go-to-market plans that turn AWS ideas into multi-billion-dollar businesses. WWSO teams include business development, specialist solutions architecture, and go-to-market.
This is a Principal-level GenAI GTM Specialist role responsible for driving enterprise Generative AI adoption across EMEA. Rather than owning a single service, you will own the cross-cutting GenAI transformation narrative — spanning Amazon Bedrock, agentic architectures, foundation model strategy, and emerging GenAI capabilities — and translate it into use-case-led motions that land measurable business outcomes in customers.
Key job responsibilities
Own the EMEA GenAI GTM strategy end-to-end driving enterprise adoption of Amazon Bedrock and complementary GenAI services through use case led motions — define the narrative, identify high-impact use-case patterns.
Land AI transformation in enterprises — develop and execute account-level GenAI strategies for priority industries, mapping business priorities to GenAI use cases, building transformation roadmaps, and guiding customers from proof-of-concept to production at scale.
Operate at the CxO/VP and practitioner level — engage senior business leaders on AI strategy and value realisation while simultaneously working with developers, ML engineers, and architects on technical solution design and adoption patterns.
Build and execute scaled GTM programmes — design motions including customer roundtables, GenAI workload assessments, use-case workshops, developer engagement, and regional campaigns that create demand and accelerate adoption.
Thought Leadership - Create packaged deliverables (propensity models, use-case frameworks) and drive enablement that raises the bar across the EMEA field.
Be the voice of EMEA customers to Product — synthesise regional customer requirements, competitive signals, and adoption blockers into actionable feedback that shapes Amazon Bedrock and GenAI service roadmaps.
Influence Marketing — co-develop thought leadership, digital campaigns, and customer success stories that position AWS as the platform of choice for enterprise GenAI transformation.
Drive cross-functional alignment across Specialist, Field, Partner, and Marketing teams to ensure consistent messaging and coordinated execution
What We're Looking For
- Deep technical proficiency in Generative AI: foundation models, agentic patterns, and the Amazon Bedrock ecosystem.
- Demonstrated ability to land AI/ML transformation programmes in enterprise customers — translating technology capability into business outcomes by use case.
- A blend of technical depth and commercial savvy — equally comfortable whiteboarding a Think Big architecture and presenting an AI strategy to a C-suite.
- Experience building and executing GTM strategies at scale in a fast-moving technology domain.
- Track record of operating as a thought leader and trusted advisor to senior customer stakeholders.
- Ability to thrive in a high-ambiguity, high-velocity environment and shape direction without waiting for permission
- Data-driven approach to prioritization — using pipeline data, propensity signals, and market intelligence to focus effort where it matters most
- Experience in enterprise technology sales, solutions architecture, or technical business development with a focus on AI/ML or cloud platforms
- Strong written and verbal communication — able to author SLT-level narratives, field-facing plays, and customer-facing positioning with equal fluency
A day in the life You will lead the go-to-market strategy for one of the most exciting and high-growth domains in cloud. No two days are the same. You might start your morning on a deep-dive with a Fortune 500 financial services CTO mapping their enterprise-wide GenAI transformation roadmap — identifying the highest-value use cases, from intelligent document processing to autonomous customer service agents. After lunch, you're running a use-case workshop with a major retailer's engineering team, helping them see how Amazon Bedrock can power their next-generation product discovery experience and building the business case to take to their board. Later, you're jumping into a pipeline review with an Area AI/ML sales leader to pressure-test which opportunities are ready to move from pilot to production, before briefing a product team on what EMEA customers need next from Bedrock based on patterns you're seeing across dozens of enterprise engagements.
You'll collaborate daily with account teams, solution architects, partner managers, and AWS service teams — connecting the dots between customer business priorities, GenAI technical capabilities, and market opportunity. Your job is to make the complex simple: translating the art of the possible in Generative AI into concrete, use-case-led transformation programmes that customers can execute and measure. You operate as the connective tissue between what AWS builds and how enterprises adopt it at scale.
About the team The EMEA WWSO AI/ML Geo Specialist team within AWS's Worldwide Specialist Organization owns and executes go-to-market strategy for the full portfolio of AWS AI/ML services. We serve customers across the complete AI lifecycle while also leading the way to drive net new innovative use cases in this domain. Our customers include some of the most technically sophisticated organizations in the world, and our work directly impacts how AI is built and deployed across EMEA. You will join a team of passionate builders who combine deep technical curiosity with commercial acumen. We operate with a startup mentality inside one of the world's largest technology companies—moving fast, experimenting boldly, and holding ourselves to the highest standards.
Basic Qualifications
- Experience in Go-To-Market, Business Development, Sales, or Consulting
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience in technology go-to-market, business development, or technical sales roles, with at least 5 years focused on AI/ML
- Demonstrated technical proficiency in Generative AI concepts with the ability to credibly engage technical and business audiences.
- Experience developing and executing GTM strategies that drove measurable adoption or revenue growth for an emerging technology domain at enterprise scale.
- Track record of engaging C-suite and VP-level stakeholders to shape and land AI or digital transformation programmes tied to business outcomes.
- Bachelor's degree in Computer Science, Engineering, Business, or a related field (or equivalent experience).
- Experience in AIML/GenAI domain and technical understanding of Agentic Architectures
Preferred Qualifications
- Experience selling to Fortune 1000 or Global 2000 organizations
- Experience operating within a multi-deal or overlay specialist sales model, partnering with field account teams and solution architects to close complex, multi-workload opportunities.
- Background that blends technical depth with commercial ownership (pipeline, revenue, GTM planning).
- Demonstrated ability to build repeatable, use-case-led GTM motions that accelerate adoption beyond individual accounts.
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