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Are you energized to drive adoption of GenAI capabilities that upderpin agentic workflows with AWS customers and evolution of these technologies with AWS Product leadership? Are you passionate about helping customers optimize price/performance for AI Inference at scale? AWS is seeking a Go-To-Market (GTM) Specialist to define, build and lead the GTM efforts to scale world-wide adoption of AI Inference through Amazon SageMaker AI. In this role, you will be responsible for defining, building and executing GTM initiatives to accelerate worldwide adoption of Amazon SageMaker AI at customers looking to build, customize, deploy and operationalize GenAI and ML workloads with specific focus on GenAI Inference. You will take your learnings from customer engagements to influence and drive Service evolution and roadmap.
Key job 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.
A day in the life
As the owner of key part of the SageMaker AI business worldwide, 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. You will solicit and help current customers commit to a public quote or reference, or co-present in a webinar or at an upcoming AWS event. You will develop and update sales motion assets on a regular basis. You will conduct enablement sessions with field teams to teach them how to execute on the sales motions. You will conduct customer facing webinars to drive awareness of SageMaker Inference. You will collect and pass on product feedback (backed by customer evidence) to service team, and will participate in roadmap prioritization sessions to help influence product roadmap for AI Inference. You will document customer and market insights to share with rest of the team and with leadership.
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
- 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 QUALIFICATIONS
- 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 focused on model Inference. 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.
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company's reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you're applying in isn't listed, please contact your Recruiting Partner.
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.
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