Director – Automotive & Manufacturing Industry Specialists & Solutions - AWS Industries

Description

Automotive and Manufacturing is one of AWS's highest-priority industry verticals and a centerpiece of Amazon's broader enterprise strategy. Our vision is to be the most trusted technology partner for the world's automotive and manufacturing companies as they navigate the greatest transformation in their history: the convergence of AI, electrification, and software-defined everything. Three industry forces make this moment urgent: (1) the rapid shift to software-defined vehicles and autonomous mobility is rewriting how cars are built, sold, and operated; (2) generative AI and agentic AI are unlocking a new generation of smart factories, predictive supply chains, and industrial automation at scale; and (3) manufacturers are under intense pressure to reduce costs, localize production, and build resilience against geopolitical and tariff disruption. AWS is uniquely positioned to help customers across all three, and this role is at the center of that mission.

This is a truly global leadership position. You will lead teams spanning North America, Brazil, Europe, Korea, Japan, and India, operating across cultures, time zones, and market dynamics. Beyond AWS, you will coordinate with other Amazon business units, including Alexa+ (voice and ambient AI for automotive), Project Leo (satellite connectivity), Amazon Ads (in-vehicle and retail media), Amazon Supply Chain Services, and Amazon Business, to bring the full breadth of Amazon's capabilities to automotive and manufacturing customers. Few roles at AWS offer this combination of strategic scope, global scale, and cross-Amazon impact.

In this executive-level leadership role, you serve as the Global Industry Specialists & Solutions (ISS) leader for the Automotive & Manufacturing (A&M) Industry Business Unit, leading the industry solutions architecture, business development, and GTM teams that shape how automotive and manufacturing companies adopt AWS at scale. As a leader of leaders, you will build and run a global team driving end-to-end industry-solutions strategy across software-defined vehicle (SDV) and autonomous mobility, customer experience, smart manufacturing, supply chain, and other lines of business areas. You engage with C-level decision makers, VPs of engineering, manufacturing. and other business areas, bringing fluency in cloud and applied AI/GenAI for industry use cases. You operate within a matrixed, global organization, while elevating AWS's thought leadership presence across the automotive and manufacturing industry while collaborating across sales, service teams, and partner organizations to drive transformational business outcomes for customers on their AI-driven journeys

Key job responsibilities
- Define and execute a comprehensive strategic Go-To-Market (GTM) plan for the global Automotive & Manufacturing sector, including industry solution prioritization, repeatable pipeline generation, market segmentation, and competitive positioning.
- Identify, develop, and realize business opportunities to generate customer value and AWS AI/cloud revenue, building a business development pipeline in line with the AWS Automotive & Manufacturing industry strategic direction and multi-year revenue targets.
- Structure and execute Strategic Framework Agreements (SFAs) encompassing Private Pricing Agreements (PPAs) and Cloud & AI deployments at scale with industry leading companies.
- Lead, develop, and grow a global team of specialized senior solutions architect and business development professionals, articulating how AWS can solve challenging industry problems with Agentic AI and cloud, driving accountability, coaching on multi-divisional deal structuring, CxO engagement, providing visible industry thought leadership, and fostering a culture of ownership, high performance, and continuous development
- Serve as the primary strategic advisor to industry executives at the CEO, CFO, CIO, CTO, and VP+ level, building trusted bilateral relationships that span both commercial infrastructure partnerships and enterprise cloud and AI adoption programs

- Define and size market segments; identify, qualify, and engage key customers and strategic industry partners and develop scalable partner engagement and GTM motions
- Drive cross-functional partnership with AWS Product, Engineering, and Service teams to influence roadmap priorities based on customer signals and industry trends
- Pioneer industry solutions and go-to-market motions; identify whitespace opportunities where AWS can lead the automotive and manufacturing ecosystem through innovation
- Collaborate with Sales on qualified opportunities with a clear understanding of the customer's business drivers, stakeholders and urgency
- Establish scalable mechanisms, engagement playbooks, and industry solution frameworks that enable AWS field teams globally to engage confidently and consistently in automotive and manufacturing cloud opportunities
- Partner with Marketing to drive global campaigns, such as IAA, IMTS, CES, and Hannover Messe, highlighting customer success stories and strategic messaging.

Basic Qualifications

Advanced degree in Business, Computer Science, Engineering, or a related field, or 15+ years of equivalent professional experience in business development, strategic partnerships, engineering, or commercial leadership

15+ years leading global teams in business development, strategic partnerships, or commercial leadership roles in the Automotive & Manufacturing sector

5+ years of working knowledge of cloud computing, AI/ML, or emerging technology paradigms and their application to automotive and manufacturing industry challenges

Experience applying AI/ML and agentic AI services to automotive or manufacturing use cases

Experience structuring and executing large-scale commercial agreements ($100M+) with enterprise automotive or manufacturing customers, including complex multi-party deal structures and long-term strategic frameworks

Preferred Qualifications

Drive cross-functional partnership with AWS Product, Engineering, and Service teams to influence roadmap priorities based on customer signals and industry trends

Pioneer new-to-AWS industry solutions and go-to-market motions; identify whitespace opportunities where AWS can lead the automotive and manufacturing ecosystem through invention

Deep expertise in cloud computing and AI solutions as applied to complex automotive and manufacturing processes

Track record of developing senior talent and building inclusive, high-performing teams across diverse geographies and cultures

Modern cloud architecture experience.

Experience influencing C-suite decisions across culturally diverse, global organizations with the ability to translate complex technical concepts into business value

Product development and research & development of vehicle or manufacturing industry technologies.

Familiar with AWS technologies key to software-defined vehicle (SDV) and autonomous mobility, connected mobility, smart manufacturing, supply chain, etc.

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.