AWS Specialist Seller Strategic Pursuits
5 hours agoHeadSalary: 302K - 335KSan Francisco, Seattle, or New York; Remote (United States)RemoteSalesJobs by OpenAI
OpenAIVisit OpenAI website
AI research and deployment company building and deploying frontier AI products, including ChatGPT, Codex, and its API platform.
Recently funded151 current maintainers88 active leads20 new active leads99 lead step-downs12 early lead departures
San Francisco, United States
Projects
About OpenAI
OpenAI’s mission is to ensure artificial general intelligence benefits all of humanity. It consists of the nonprofit OpenAI Foundation and OpenAI Group, a public benefit corporation governed by the Foundation.
Skills
Candidate Availability
Required and preferred rules are kept separate and reflect the wording in the original posting.
About the Role
You will lead commercial execution for priority AWS co-sell pursuits. You will qualify opportunities, develop customer value propositions, drive executive engagement and negotiations, coordinate stakeholders, manage pipeline risks, and build repeatable co-sell processes.
Requirements
- 15+ years of experience in enterprise sales, strategic business development, cloud partnerships, or complex technology go-to-market roles
- Track record shaping and closing large-scale enterprise technology deals
- Experience in AI, GenAI, cloud, data, enterprise software, or professional services sales
- Experience in overlay sales, specialist selling, strategic pursuits, or partner-led co-sell environments
- Understanding of AWS commercial models, enterprise account planning, cloud commitments, and partner operating rhythms
- Experience engaging executive and procurement stakeholders
- Understanding of partner-led sales involving hyperscalers, GSIs, or strategic technology partners
Responsibilities
- Lead commercial execution of AWS co-sell opportunities
- Identify and qualify strategic enterprise opportunities
- Align account strategy, messaging, stakeholder mapping, and execution plans with AWS field teams
- Develop customer-facing value propositions
- Drive executive meetings, business cases, negotiations, and account reviews
- Coordinate complex opportunities with sales, partnerships, solutions architecture, product, legal, finance, and deal desk teams
- Build co-sell playbooks, qualification frameworks, account plans, and sales assets
- Manage pipeline health, forecasting, risks, blockers, and escalations
- Advise Account Directors on strategic selling and deal structuring
Benefits
- Medical, dental, and vision insurance with employer HSA contributions
- Health FSA, Dependent Care FSA, and commuter pre-tax accounts
- 401(k) retirement plan with employer match
- Paid parental, medical, and caregiver leave
- Flexible PTO or up to 15 days annually for non-exempt employees
- Paid company holidays, office closures, and sick or safe time
- Mental health and wellness support
- Employer-paid basic life and disability coverage
- Annual learning and development stipend
- Daily office meals and eligible meal delivery credits
- Relocation support
- Charitable donation matching and wellness stipends may be provided