Senior AWS Specialist Seller – Strategic Pursuits

About the role

OpenAI is seeking a senior specialist seller to lead high‑value, joint AWS/OpenAI co‑sell opportunities. The role partners closely with account directors, AWS field teams, and cross‑functional stakeholders to drive strategic enterprise engagements.

Key responsibilities

• 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.

Required profile

• 15+ years of experience in enterprise sales, strategic business development, cloud partnerships, or complex technology go‑to‑market roles.
• Proven track record of shaping and closing large‑scale enterprise technology deals.
• Experience in AI, GenAI, cloud, data, enterprise software, or professional services sales.
• Background in overlay sales, specialist seller, strategic pursuits, or partner‑led co‑sell environments.
• Understanding of AWS commercial models, enterprise account planning, cloud commitments, and partner operating rhythms.
• Ability to engage credibly with CIOs, CTOs, CDOs, business leaders, procurement teams, and partner executives.

Required skills

• AWS
• Cloud computing
• Artificial Intelligence (AI)
• Generative AI (GenAI)

What we offer

• Hybrid work model – three days per week in the office.
• Relocation support for eligible candidates.