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AWS Specialist Seller, Strategic Pursuits

OpenAI· Go To Market
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San Francisco, Seattle$302k - $335k + equityFull-timePosted 6mo ago

About the role

Senior Specialist Seller within OpenAI's Strategic Pursuits team, leading priority AWS/OpenAI co-sell opportunities and partnering with AWS field teams to shape, advance, and close high-value enterprise engagements.

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.

Qualifications

  • 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 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 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.
  • Familiarity with partner-led sales motions involving hyperscalers, GSIs, or strategic technology partners.
  • Knowledge of enterprise AI use cases across industries such as financial services, healthcare, retail, manufacturing, technology, energy, or public sector.

Skills

Required:Enterprise sales and deal strategyGenAI / AI adoption and enterprise transformationsPartner-led/co-sell motions

Benefits

  • Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts
  • Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)
  • 401(k) retirement plan with employer match
  • Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)
  • Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees
  • 13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)
  • Mental health and wellness support
  • Employer-paid basic life and disability coverage
  • Annual learning and development stipend to fuel your professional growth
  • Daily meals in our offices, and meal delivery credits as eligible
  • Relocation support for eligible employees
  • Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.
Last updated Sep 10, 2026. Interested? Apply on the company site.

About OpenAI

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