Principal Sales Specialist AI/ML, TMEGS

Amazon • Santa Monica, CA

22d

About The Position

As a Generative AI and Machine Learning Sales Specialist, you will be at the forefront of driving adoption for AWS's AIML services. Your task is to first understand the industry and how artificial intelligence can be used by our customers to improve their efficiency, develop new business models, or completely change their operational procedures. You will leverage your consultative expertise to become a trusted advisor, guiding customers in embedding and deploying AWS Generative AI solutions to unlock new value streams and solve key business problems. As a specialist, the first task it to assist the account teams on specific opportunities. The goal is to progress them from ideation, to POC, to production by helping customers throughout the sales lifecycle. You will earn trust with Line of Business, Data Science, and IT personas. Specialists manage multiple territories, so it is imperative to be able to prioritize your effort, and work at an incredibly fast pace.

Furthermore, you will maintain an in-depth knowledge of AWS's Generative AI services and relevant cross-functional areas to so that you are growing knowledge ahead of your customers. You can describe the “why” and “what” of generative AI use case and technical solutions at a 200-level, with the detailed “how” being provided by solution architects. You can conduct compelling executive conversations on the transformational possibilities of generative AI and data, resulting in subsequent meetings with the wider team.

Once you have completed your onboarding plan, you will be equipped to help account teams by leading sales opportunities through the technical and business validation stages. Your first task will be to prioritize your top customers and opportunities. After you understand their business objectives, you will create and lead win plans through to launch. You will become an active member of the account teams, helping them scale to meet the critical needs of our customers. As you deliver value to these customers, you will learn to scale your reach out to more customers in your territory.

We are a team of AIML, Analytics, and Database Sales specialists that help our Automotive and Manufacturing customers transform their business in order to improve operational efficiency and develop new revenue streams by leveraging their data and the AI capabilities of the AWS Cloud and our AI application partners. We collaborate on customer initiatives, finding ways we can help each other, help our customers.

Requirements

• 10+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
• Experience in generating new opportunities with strong focus on pipeline tracking and deal execution through entire sales cycle
• 2+ years of AIML sales experience

Nice To Haves

• Experience (technical or educational) in Engineering or Computer Science
• Experience identifying, developing, negotiating, and closing large-scale technology projects for global customers
• Experience leading the design, development and/or implementation of new business processes or programs
• Experience selling into or working for large telco, media, or healthcare companies, startups, or the public sector
• AIML training or certifications

Responsibilities

• Accelerate customer adoption by defining and executing sales plays within your assigned territories. Your strategies will leverage AWS Sales and our partner ecosystem.
• Ideate with Line of Business and C-suite leaders, building trust with your technical expertise, and following through to help solve their most compelling business problems.
• Act as the front line within your accounts for all specialist customer engagement in your technical domain.
• Create and articulate compelling value propositions that address specific needs of your customers.
• Partner with the world’s biggest systems integrators to deliver on customer projects.
• Collaborate cross-functionally to increase the benefit and value to the customer.
• Gather customer input and experiences enabling our service team to innovate on behalf of our customers
• Establish credibility and trust with the customers, account teams and service teams.
• Drive sales efforts spanning multiple lines of business with decision-making authority and budget ownership.
• Develop and deliver compelling ROI to drive adoption of AWS Gen AI solutions

Benefits

• 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
• parental leave

What This Job Offers

• Job Type: Full-time
• Career Level: Principal
• Education Level: No Education Listed