Responsibilities

• You will bring to bear your unique blend of strong technical background in clustered computing frameworks/distributed systems and business acumen and experience to define and execute go-to-market initiatives for Amazon SageMaker AI.
• You will be working hand-in-hand with AWS GenAI Solution Architects, Product Managers, Marketing Managers and Geo-aligned field teams to run world-wide sales motions to drive adoption and growth of GenAI Inference that underpins agentic workflows with AWS customers across multiple industry segments worldwide, including large enterprises, ISVs, Digital natives and Startups with optimal price performance.
• You will define sales motions including customer segmentation and qualification, positioning of quantitative and qualitative differentiators, and mechanisms and campaigns to accelerate sales cycles.
• You will execute on these sales motions using direct customer engagements and through Geo Data & AI specialists, to prospect and develop pipeline, launch new opportunities and drive usage and revenue of SageMaker AI for GenAI and ML worldwide.
• As the SME on AI Inference, you will help customers understand different types of AI Inference workloads (mapped to AI agentic as well as machine learning use cases), emerging open source technologies as well as native product capabilities for optimizing cost/performance at scale, model cost/TCO and savings from various Inference optimization techniques.
• You will articulate ease of use of AI Inference in SageMaker with help of product demos, discuss service roadmap, and handle objections from both internal AWS teams and external AWS customers.
• You will help secure customer quotes, nurture public references and help Marketing team build them into case studies.
• You will synthesize insights gained from these outbound engagements to help prioritize service roadmap and influence service evolution for AI Inference.
• You will switch between multiple activities and drive multiple deliverables on any given day: You will be leveraging propensity lists of prospect customers and working with field teams to help secure audience with customer stakeholders to drive sales motions related to AI Inference.
• You will drive initial calls with customers (typically VP/Dir of ML/AI Platforms) in a consultative way to listen to the voice of customer, walk them through the qualitative and quantitative differentiators of our offering through live demos, case studies, help customers understand pricing and savings packages, get feedback on customer’s current use of SageMaker AI and secure workshops/ PoVs/ PoCs for evaluation.

Requirements

• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• 5+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience
• Experience selling enterprise software or cloud-based applications
• Experience explaining complex technical concepts to various business and technical audiences
• Experience presenting to both technical and non-technical executive audiences

Preferred

• 5+ years of highly technical pre-sales roles at B2B companies (Enterprises, Startups, System Integration Services Companies, preferably in ML and/or AI). SME in cluster-based computing frameworks such as Kubernetes and Ray.
• Experience building sales plays and playbooks, prospecting for, advancing and closing technical sales pipeline to drive adoption of products and services in ML or AI at the platform level.
• Experience teaching account teams how to sell technical products and services
• Experience structuring and running benchmark initiatives, documenting optimization strategies, building TCO/pricing models and demonstrating cost/performance differentiation to customers.
• Experience advocating on customers behalf by understanding their pain points, helping customers navigate through cost/performance/quality trade-offs in cluster-based computing systems at scale, and conveying insights back to product teams.
• Experience in managing multiple initiatives and campaigns simultaneously (customer engagements, sales motions, webinars, sales asset development, etc.) working across multiple functional teams (Product, Marketing, Solution Architects, Account teams).
• Experience managing, tracking, and communicating customer and market insights and objective business metrics and risks.

Benefits

• 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.