About the roleWe 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.
This role is ideal for a senior seller with deep experience in enterprise technology, AI, cloud, or complex transformation sales motions. You should be comfortable operating in executive-facing environments, aligning multiple stakeholders, and turning customer priorities into commercially compelling and technically credible opportunities.
This role is based in San Francisco, Seattle, or New York. We operate on a hybrid model of 3 days per week in office and offer relocation support. We are also open to remote candidates based in the United States.
In this role, you will:- 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.
You might thrive in this role if you:- 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.
- Have prior experience at AWS, another major cloud provider, a leading enterprise software company, or a high-growth AI company.
- Understand partner-led sales motions involving hyperscalers, GSIs, or strategic technology partners.
- Bring familiarity with enterprise AI use cases across industries such as financial services, healthcare, retail, manufacturing, technology, energy, or public sector.
