AWS Specialist Seller, Strategic Pursuits

OpenAI•Seattle, WA

1d•$302,000 - $335,000•Hybrid

About The Position

OpenAI is seeking a Senior Specialist Seller for its Strategic Pursuits team to lead priority opportunities generated through the joint AWS and OpenAI co-sell motion. This role involves partnering closely with Account Directors, AWS field teams, and cross-functional stakeholders to identify, shape, advance, and close high-value strategic enterprise engagements. The ideal candidate will have deep experience in enterprise technology, AI, cloud, or complex transformation sales, and be comfortable operating in executive-facing environments, aligning multiple stakeholders, and translating customer priorities into commercially compelling and technically credible opportunities. The role is based in San Francisco, Seattle, or New York, operating on a hybrid model with 3 days per week in office, and relocation support is offered. Remote candidates in the United States are also considered.

Requirements

15+ years of experience in enterprise sales, strategic business development, cloud partnerships, or complex technology go-to-market roles.
Strong track record of 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 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.
Demonstrated strong commercial judgment in opportunity qualification, deal strategy, and escalation management.
Ability to thrive in ambiguity and build new operating motions from the ground up.
Clear communication skills and ability to synthesize technical, customer, and commercial inputs into actionable recommendations.
Prior experience at AWS, another major cloud provider, a leading enterprise software company, or a high-growth AI company.
Understanding of partner-led sales motions involving hyperscalers, GSIs, or strategic technology partners.
Familiarity with enterprise AI use cases across industries such as financial services, healthcare, retail, manufacturing, technology, energy, or public sector.

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.
Serve as a trusted advisor to Account Directors by bringing strategic selling expertise and deal-structuring judgment.
Maintain awareness of competitive dynamics across hyperscalers, GenAI platforms, and enterprise AI vendors.