Sales Specialist AI/ML, Data and AI, Specialist Team

Sales Specialist AI/ML, Data and AI, Specialist Team

AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service, unmatched technology, and unwavering support. We dive deep to understand each customer's unique challenges, then craft innovative solutions that accelerate their success. This customer-first approach is how we built the world's most adopted cloud. Join us and help us grow.

Do you want to own driving the adoption of Amazon Web Services (AWS) in ANZ's largest and most innovative companies? Want to be part of a cross-functional team focused on increasing technology adoption of cloud computing by engaging directly with C-level executives and influencers at all levels?

As part of a single-threaded team focusing on AI & ML (SageMaker, Bedrock and Amazon Q), you will be working with enterprise, digital native, startup and ISV customers and their existing account representatives to qualify opportunities for AI/ML workloads. You will engage with our Solution Architects, Partner, and Marketing organizations to drive opportunities to closure at a large scale. Your commitments will include driving platform adoption, identifying use cases with our customers to transform their business outcomes, and ensuring success at scale. The ideal candidate will possess a strong data and AI background with proven engagements with CXO level for business outcome led data & analytics projects. They should also be a self-starter who is prepared to own, define, develop and execute a geographic plan and consistently deliver on quarterly revenue targets.

Your responsibilities will include working within a cross-function go-to-market team, partnering with the account and channel teams to define key market segments to target, driving the necessary business and technical relationships with customers and partners to establish new business in those markets, and enabling the account team drive the day-to-day interactions with prospects in order to build long-term business opportunity. You'll also work closely with the other specialist teams (Storage, DB, Analytics, Connect) to develop and take solutions to market, and product/service teams to help them evolve the products/services and address concerns.

The ideal candidate will possess both a business background that enables them to drive an engagement and interact at the CxO/VP level, as well as a technical background that enables them to easily interact with software developers and architects. Thinking strategically and analytically about business, product, and technical challenges, you'll have the ability to build and convey compelling value propositions, and work organisationally to build consensus.

Key job responsibilities

1. Help define the market segments, customer base, data use-cases and industry verticals we target within ANZ
2. Contribute to the strategic business development plan to execute for target markets in line with the ANZ, Regional, and Global, strategic direction
3. Execute the strategic business development plan while working with key internal stakeholders (e.g. account teams, channel teams, service teams, partner teams, and support).
4. Identify specific prospects/partners to approach while communicating the specific value proposition for their business and use case
5. Relevant technical experience/knowledge is helpful, such as: data and analytics, core distributed computing concepts, fundamentals of cloud computing and virtualization, big data concepts, storage systems, content delivery networks (CDNs)

- 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
- 10+ years of business development, partner development, sales or alliances management experience
- Experience positioning and selling technology to new customers and new market segments
- Experience proactively growing customer relationships within an account while expanding their understanding of the customer's business
- Ability to operate with a high degree of ambiguity and in a matrix organization
- Proven track record in engaging with C-Suite contacts in customers communicating and present with impact towards agreed project outcomes.
- Proven track record of successful engagements with customers in Australia & New Zealand.

- Track record of success driving adoption of new and disruptive technologies within Enterprise accounts.
- Track record of consistent territory growth and quota obtainment