AmazonPosted 3w ago

AI Sales Specialist, SSO/GenAI Team

AI Sales Specialist, SSO/GenAI Team at Amazon scores 68 out of 100 on AI centrality, which makes it AI Level 3 of 4 (Works on AI) on this board. The level measures how much of the work is AI, not seniority.

CN, 31, Shanghaifull-time

AI in this role

fine-tuningai-evaluationai-safety

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 consistent 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.

Would you like to be part of a team shaping the future of the IT industry through responsible and innovative use of Artificial Intelligence? Amazon Web Services (AWS) is advancing the next evolution of cloud computing with AI technologies. We are seeking a Senior AI Sales Specialist who brings strong technical AI knowledge together with a customer-centric, outcome-focused approach to revenue growth.

This role partners closely with customers to understand their goals, translate complex AI capabilities into clear business value, and support successful AI adoption at scale. If you enjoy collaborating with diverse stakeholders, communicating technical concepts with clarity, and contributing to long-term customer success, we encourage you to apply.

AWS Global Sales supports customers of all sizes across the region to innovate and grow in the cloud. As organizations increasingly adopt foundation models, large language models (LLMs), and agentic AI, we are expanding our team of sales professionals. We are seeking professionals who can help customers identify and prioritize AI use cases to create AWS opportunities, build sustainable pipelines, and guide customers through complex AI adoption journeys.

Key job responsibilities
• Sales & Revenue Contribution:
o Support the achievement of sales targets by developing and maintaining a healthy pipeline and guiding customers through end-to-end sales cycles, from discovery through to agreement;
o Create detailed account plans and territory strategies in partnership with internal teams, while maintaining accurate forecasting using CRM tools;
o Collaborate with customers to identify and qualify high-impact AI use cases aligned to their business priorities and strategic objectives.
• Sales & Solution Advisory
o Act as a trusted advisor on AWS AI services, helping customers understand potential outcomes, value, and return on investment;
o Lead technical discovery sessions and contribute to demonstrations, proofs of concept, and solution design, including model selection, fine-tuning, and deployment approaches;
o Provide guidance on model evaluation, responsible AI practices, governance considerations, and relevant compliance requirements.
• Customer Engagement & Market Development
o Build and maintain strong relationships with decision-makers and executive stakeholders through a consultative, collaborative approach;
o Partner with internal teams to deliver workshops, enablement sessions, and solution reviews that support customer learning and adoption;
o Share customer insights and feedback with AWS AI product teams to help inform product direction and improvements.

About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS?
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship & Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve.

Basic qualifications

- 6+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
- Experience proactively growing customer relationships within an account while expanding their understanding of the customer's business
- Experience positioning and selling complex technical solution to new customers and new market segments
- Ability to design high-level AI technical architectures and present AI workflows to both business and technical stakeholders
- Proven track record in engaging with C-Suite contacts in customers communicate and present with impact towards agreed project outcomes.

Preferred qualifications

- Demonstrated ability to thrive in ambiguous, fast-paced environments with a 'roll up your sleeves' approach to problem-solving
- Track record of success driving adoption of new and disruptive technologies within Enterprise accounts.
- Track record of consistent territory growth and sales quota attainment
- Experience working as a Co-Prime Seller in a matrixed team environment
- Experience selling AI solutions, including competitive or complementary products in the market

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

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Fine TuningAI EvaluationAI Safety

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Walk me through fine-tuning a model: what data did you use, and how did you check the result?
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If you removed AI from this role, what would be left, and how do you decide what still needs a human?

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