Amazon Web Services (AWS) Nonprofit Team (NPO) is seeking a customer-obsessed AI Sales Specialist to drive awareness, qualification, and adoption of AWS AI products and services across the nonprofit customer base. This role combines technical capability with sales acumen and program management skill to identify customers ready for AI, connect them to the right products, and deliver workshops that convert interest into pipeline.
This specialist will work across the AI Lifecycle - engaging both organizations integrating AI across their enterprise and line of business leaders leveraging AI tools for decision making. The role partners closely with nonprofit programs to co-design and deliver customer workshops, feeds qualified opportunities into scaled programs, and builds the repeatable framework for how the broader sales team engages on AI.
This person will work closely with the AI/ML single threaded leader to play a critical role in building the top of the AI pipeline funnel while accelerating product adoption of Amazon Q, Kiro, Bedrock, and other AI tools.
Key job responsibilities
1. Customer Qualification & Product Matching
• Identify, qualify, and prioritize nonprofit customers for AI adoption based on readiness, use case fit, and business potential
• Match customer needs to specific AWS AI products and services (Amazon Q, Kiro, Bedrock, SageMaker, etc.)
• Develop and maintain a qualification framework for assessing AI readiness across the nonprofit portfolio
• Proactively engage Account Managers and Solutions Architects to surface AI opportunities in existing accounts
• Manage a pipeline of qualified AI opportunities from initial interest through handoff to deal teams
2. Workshops & Customer Enablement
• Partner with Nonprofit Programs team to design and deliver AI workshops and immersive experiences that drive measurable conversion from awareness to adoption
• Conduct product-specific workshops demonstrating Amazon Q, Kiro, Bedrock, and other AI tools to nonprofit audiences
• Track workshop-to-opportunity conversion rates and continuously improve engagement quality
3. Engagement Framework & Sales Enablement
• Build and maintain a repeatable AI engagement playbook for how the broader NPO team initiates and advances AI conversations
• Develop talk tracks, qualification criteria, discovery questions, and objection handling specific to nonprofit AI adoption
• Coach and enable AEs and SAs on AI product positioning through training sessions and field support
• Collaborate with Marketing and Programs to develop AI-specific demand generation campaigns for nonprofits
4. Pipeline Development & Revenue Impact
• Generate qualified AI pipeline through proactive outreach, workshops, and account team engagement
• Track and report on pipeline health, product attach rates, and workshop conversion metrics
• Partner with Single-threaded-leader on complex deals requiring deeper AI/ML expertise - supporting discovery and qualification phases
• Identify trends in customer AI adoption and feed insights back to product and program teams
A day in the life
You start the morning reviewing your AI-readiness pipeline, prioritizing which nonprofit accounts to engage. Mid-morning, you run a hands-on Amazon Q workshop for a global charity, translating technical capabilities into mission-relevant use cases. Over lunch, you sync with Account Managers to surface new AI opportunities. In the afternoon, you refine your engagement playbook-updating discovery questions and talk tracks-then coach an AE on positioning Amazon Quick for a membership organization. You close the day tracking workshop conversion metrics and briefing the AI/ML single-threaded leader on a complex deal entering qualification.
About the team
The NPO team sits within AWS Worldwide Public Sector and is dedicated to accelerating AI adoption and driving revenue growth across the nonprofit customer base.
We serve thousands of nonprofit organizations globally - from large global charities and research institutions to nonprofit financial institutions and membership organizations. Our customers are solving humanity's most pressing challenges, and AI is transforming how they deliver on their missions. This role sits at the center of that transformation, helping nonprofits discover and adopt the AI tools that will accelerate their impact.
BASIC QUALIFICATIONS
- Bachelor's degree in Business Administration, Finance, Economics, Computer Science, Engineering, or related field
- 3+ years of technology-related sales, business development, or sales engineering/consulting experience
- 2+ years of experience with AI/ML products, cloud services, or data analytics platforms
- Demonstrated ability to conduct customer-facing workshops, demos, or technical presentations
- Strong program management skills: ability to manage multiple workstreams, stakeholders, and timelines simultaneously
PREFERRED QUALIFICATIONS
- Experience in written and verbal communication skills to communicate with technical and non-technical audiences, including senior leadership
- AWS certification, such as, AWS Solutions Architect, or a similar cloud certification
- Experience with AWS AI/ML services (Amazon Q, Bedrock, SageMaker, Kiro) or comparable cloud AI platforms
- Background in the nonprofit sector or public sector technology
- Experience designing and delivering enablement programs or sales playbooks
- Track record of workshop-to-pipeline conversion and measurable demand generation results
- Meets/exceeds Amazon's Leadership Principles requirements for this role
The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.
USA, VA, Arlington - 92,400.00 - 160,000.00 USD annually
