In this role, you will lead the AWS account team for a frontier AI model lab and one of Amazon's largest strategic technology partnerships. The relationship spans billions in annual infrastructure spend, a multi-layered commercial partnership governed by executive-level agreements, and a co-selling motion that touches thousands of joint customers worldwide.

This role presents a rare opportunity to shape the future of AI infrastructure at global scale. You will lead the strategy and execution for a customer that is simultaneously one of AWS's largest infrastructure consumers and one of its most important go-to-market partners. The work is fast-moving, technically deep, and operates at the highest levels of both organizations.

Key job responsibilities

Lead the Account Strategy

- Own the overall relationship strategy encompassing infrastructure consumption (compute, custom silicon, networking, storage), AI platform services, work closely with our partner organization to align on GTM goal execution

- Build and maintain executive relationships across the customer's C-suite and AWS leadership

- Drive multi-billion-dollar annual revenue targets with strong year-over-year growth

- Prepare and deliver executive briefings for AWS's most senior leaders

Bridge Complex Organizations

- Serve as the single-threaded leader connecting the customer to 10+ internal AWS teams spanning infrastructure services, partner programs, commercial operations, corporate development, and legal

- Surface blockers constructively and build escalation paths that drive resolution without creating friction

- Ensure alignment between AWS programs, commercial terms, and partnership commitments

Drive Operational Excellence

- Coordinate capacity planning for AI training and inference workloads at hyperscale

- Partner with service teams, billing operations, and commercial platforms to ensure the customer experience matches the strategic importance of the relationship

- Anticipate and prevent executive-level escalations through proactive engagement

Build and Scale the Team

- Lead a high-performing, multi-disciplinary account team spanning sales, solutions architecture, customer success, and technical account management

- Establish goals, performance metrics, and development plans with clear accountability

- Coach team members to operate effectively in a high-ambiguity, fast-moving environment

BASIC QUALIFICATIONS

- Experience prioritizing competing demands, scoping large efforts, and negotiating timelines

- 15+ years of enterprise technology leadership experience, with at least 5 years at the executive level

- 10+ years building and influencing C-level relationships at Fortune 500 or high-growth technology companies

- 5+ years leading cross-functional teams (solutions architecture, business development, customer success, technical account management)

- Demonstrated experience managing complex strategic partnerships where commercial, technical, and organizational interests intersect

- Track record of owning multi-hundred-million-dollar (or larger) revenue targets with strong year-over-year growth

- Deep understanding of cloud infrastructure services (compute, storage, networking, AI/ML)

PREFERRED QUALIFICATIONS

- Bachelor's degree or above in engineering, management, or technology, or Bachelor's degree in computer science, engineering, mathematics or equivalent

- Direct experience in AI/ML infrastructure, model serving, or working with frontier AI companies

- Experience with complex commercial constructs including consumption-based commitments, revenue share models, and co-sell agreements

- Previous experience at a leading cloud provider or hyperscaler

- Understanding of AI training and inference infrastructure at scale (GPU, custom silicon, distributed systems)

- Strong public speaking presence and ability to represent AWS credibly at executive briefings and industry events

- Demonstrated ability to build trust with technically sophisticated customers (ML researchers, infrastructure engineers) while also engaging commercial leadership

- Experience managing relationships where contract amendments, partnership governance, and executive escalations are routine (not exceptional)

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, CA, East Palo Alto - 246,800.00 - 333,900.00 USD annually

USA, CA, San Francisco - 246,800.00 - 333,900.00 USD annually

USA, WA, Seattle - 224,400.00 - 303,500.00 USD annually