AWS is seeking a Principal Go-To-Market (GTM) Specialist to own and evolve the worldwide GTM strategy for AI Inference through Amazon SageMaker AI. In this role, you will operate at the intersection of deep technical expertise in distributed inference systems and sharp business judgment to set the strategic direction for SageMaker AI Inference adoption globally. You will identify whitespace opportunities, architect high-impact campaigns that move revenue at scale, and build repeatable mechanisms that the worldwide field organization can execute autonomously. You will operate with minimal context, rapidly synthesizing ambiguous signals from customers, product teams, and market dynamics into clear strategic recommendations absorbable by L10 leaders. You will challenge prevailing assumptions, pressure-test existing motions, and drive team-wide change that raises the bar on how AWS goes to market with AI Inference. You will take your insights from customer engagements and market intelligence to influence service evolution, roadmap prioritization, and long-term product strategy.

Key job responsibilities

You will bring your combined deep technical acumen in clustered computing frameworks/distributed systems and seasoned business judgment to architect the worldwide GTM strategy for Amazon SageMaker AI Inference. You will ideate and build innovative campaigns from scratch-identifying net-new market segments, designing quantified value propositions, and constructing self-service mechanisms that move the revenue needle at scale without requiring your direct involvement in every deal. You will operate as a force multiplier, elevating the productivity and value of Geo-aligned field teams, GenAI Solution Architects, Product Managers, and Marketing Managers by codifying best practices, creating high-leverage enablement frameworks, and mentoring specialists across geos to independently execute complex sales motions.

You will define and own the end-to-end sales motion strategy including customer segmentation frameworks, qualification criteria with quantitative thresholds, positioning of differentiated value through ROI models and competitive battle cards, and scalable mechanisms and campaigns that compress sales cycles. You will challenge existing assumptions about what works-pressure-testing current motions with data, killing underperforming plays, and replacing them with higher-ROI alternatives. You will execute selectively through high-signal direct customer engagements while building the playbooks, tooling, and enablement that empower Geo Data & AI specialists to prospect, develop pipeline, and close business independently worldwide.

As the principal authority on AI Inference GTM, you will synthesize complex technical and market dynamics into crisp, insight-driven narratives absorbable by L10 leaders and VP-level customer stakeholders alike. You will help customers reason through the landscape of AI Inference workloads (spanning agentic, real-time, batch, and traditional ML use cases), evaluate emerging open-source technologies versus native capabilities, and make sound cost/performance/quality trade-off decisions at scale. You will build and present compelling product demos, own the competitive positioning narrative, and handle objections with data-backed conviction from both internal AWS teams and external customers. You will architect the customer evidence flywheel-securing quotes, cultivating public references, and partnering with Marketing to build case studies that become self-sustaining demand generators. You will synthesize insights from outbound engagements, competitive intelligence, and market trends into written recommendations that directly influence service roadmap prioritization and long-term product strategy for AI Inference.

A day in the life

As the principal owner of a critical segment of the SageMaker AI business worldwide, you will context-switch fluidly across strategic and executional activities: You will analyze propensity models and market signals to identify the highest-leverage customer cohorts, then work with field leaders to architect engagement strategies that open doors to VP/C-level AI Platform stakeholders. You will lead consultative conversations with senior customer leaders, listening deeply to uncover latent needs, walking them through quantitative and qualitative differentiators with live demos, building custom TCO models, and securing commitment to workshops, PoVs, or PoCs. You will author and continuously refine the sales motion playbook-not just updating assets, but rethinking the underlying strategy based on win/loss analysis and shifting market dynamics. You will design and deliver enablement programs that make field teams self-sufficient, reducing dependency on central specialists. You will lead customer-facing webinars and represent SageMaker AI Inference at flagship AWS events. You will write crisp, insight-rich documents-product feedback memos backed by customer evidence, market landscape analyses, and strategic recommendations-that directly shape roadmap decisions in sessions with product leadership. You will proactively identify and drive team-wide improvements: new mechanisms, process changes, or strategic pivots that raise the bar for the entire GTM organization.

About the team

We are a team of Generative AI Go-to-Market specialists with a unique blend of technical/specialist sales, product management, and technical business development backgrounds, driving global adoption and expansion of Amazon SageMaker AI as a flagship AWS managed GenAI Service.

BASIC QUALIFICATIONS

- 7+ years of developing, negotiating and executing business agreements experience

- 7+ years of professional or military experience

- 7+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience

- 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience

- 7+ years of working with Advanced Compute technologies including, but not limited to: Accelerated Compute, High Performance Compute, Visual/Spatial Compute, and/or IoT. experience

- 7+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience

- Bachelor's degree

- Experience developing strategies that influence leadership decisions at the organizational level

PREFERRED QUALIFICATIONS

- Experience selling to Fortune 1000 or Global 2000 organizations

- 7+ years in highly technical GTM, pre-sales, or technical business development roles at B2B companies (Enterprises, Startups, System Integrators) in ML/AI. Deep expertise in cluster-based computing frameworks such as Kubernetes and Ray, with the business judgment to translate technical capabilities into customer value propositions and revenue strategies.

- Proven track record of building GTM strategies, sales plays, and playbooks from scratch that moved the revenue needle-including designing customer segmentation, competitive positioning, and scalable mechanisms that field teams execute independently. Experience teaching and enabling account teams to sell complex technical products with minimal ongoing support.

- Experience structuring and leading benchmark initiatives, authoring optimization strategy white papers, building TCO/pricing models, and presenting cost/performance differentiation to VP/C-level customer stakeholders with sound technical and business judgment.

- Experience operating as a customer advocate at scale-synthesizing voice-of-customer signals across dozens of engagements into written insights and strategic recommendations that directly influence product roadmap and organizational priorities. Ability to challenge assumptions and drive change when existing approaches are underperforming.

- Experience owning and orchestrating multiple concurrent strategic initiatives (customer campaigns, field enablement programs, executive webinars, competitive response plays) across Product, Marketing, SA, and Account teams-with a track record of building mechanisms that run without direct oversight.

- Experience producing high-quality written analysis-market insights, competitive intelligence, strategic recommendations, and business metrics narratives-that are absorbable by L10 leaders and drive informed decision-making at the organizational level.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). 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, NJ, Jersey City - 193,700.00 - 262,000.00 USD annually