Principal Technical Business Development - T2K Strategy & Acceleration

Description

AWS's largest enterprise customers are deciding how AI will reshape their businesses, and many need help getting from ambition to production. As the WW Strategy & Acceleration AI leader for our Top 2000 (T2K) customer program, you'll own our most complex, high-impact AI opportunities, from strategy through execution.

You'll partner with AWS's AI leadership to align goals and programs to the T2K mission. You'll also work with AWS sales teams and customer C-level executives to shape long-term strategy in fast-moving, ambiguous areas. You'll lead "Think Big" workshops that show field teams how to use AI to research accounts, build go-to-market plans, and sharpen customer outreach. You'll also design the programs and mechanisms that let what works scale across hundreds of accounts.

This role suits someone who pairs business judgment with technical and analytical depth, communicates clearly with executives, and wants their work to show up in Amazon's results.

Key job responsibilities
- Own the strategy and execution for T2K's most complex AI opportunities, from first executive conversation to production launch, working with customer C-level leaders, AWS account teams and partners.
- Partner with AWS AI leadership and service teams to turn their priorities into programs built for our largest customers, and bring customer feedback back into product roadmaps.
- Build and run the T2K AI Accelerator: eligibility, funding and partner alignment, plus owning the metrics and tracking to frequently report on what's working and not working to AWS leadership.
- Use pipeline data and market research to find stalled or untapped AI opportunities, then proactively work with account teams on a plan to move each one forward. Earn trust with AWS field teams, and provide AI subject matter expertise in both seller and direct customer interaction
- Lead "Think Big" workshops and enablement sessions that teach field teams to use AI to research accounts, build go-to-market plans and improve customer outreach.
- Write the AI strategy narratives, business reviews and long-term plans that go to senior leaders up to SVP level, with clear decisions and trade-offs.
- Mentor peers and field teams as the go-to AI expert, and build mechanisms that let successful plays scale across geographies. Create tools and enablement to accelerate the T2K team's adoption of AI

A day in the life
Your morning might start with reviewing AI pipeline and SIFT data across T2K accounts, looking for deals that have stalled between pilot and production or common patterns in AI GTM. You pick a few and set up time with their account teams to work out what's blocking them. Mid-morning, you join a customer's CTO and their AWS account team to map where generative AI could change how the company runs its business. After lunch, you lead a "Think Big" workshop where field sellers practice using AI to research an account and build an outreach plan in an hour instead of a week. You finish the day drafting a short narrative for AWS AI leadership on what you're seeing across the largest customers and what you'd change next quarter. You then work to carry this narrative across corresponding teams that might be involved, from AWS finance, Partner/Proserve, the T2K Win Rooom, etc. No two days look the same, but each one moves customers closer to production.

About the team
The Strategy & Acceleration team is part of AWS's Worldwide Top 2000 (T2K) organization in AWS Global Sales. T2K focuses on the world's largest enterprises, the companies whose technology choices shape their industries. Our team looks for patterns across these accounts, such as where AI opens doors and where deals stall. We turn those patterns into programs, workshops and tools that every account team can use. We work to accelerate revenue and scaled impact, working closely with localized teams within geographies.

We're a small, globally distributed group of senior individual contributors. Most of our work happens through influence: with account teams, specialists, partners and AWS AI leadership. We build as much as we advise, often using Amazon Quick and other AI tools to automate the research and planning work that slows sellers down. We value people who are comfortable with ambiguity, entrepreneurial by nature and have bias for action, dive deep with data and then define simple strategies through narratives, and measure success by customer outcomes rather than activity.

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.

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.

Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

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 in the cloud.

Basic Qualifications

- 7+ years of developing, negotiating and executing business agreements experience
- 10+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- 7+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience selling to Fortune 1000 or Global 2000 organizations
- Experience in Go-To-Market, Business Development, Sales, or Consulting

Preferred Qualifications

- Bachelor's degree

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

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.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including 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, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.