ANZ AI Leader – AWS Global Sales (AGS)

The ANZ AI Leader creates and sets the vision to drive AI/ML and Agentic AI adoption across the ANZ region. Leading a team of Specialists, you will partner with and influence local sales teams to accelerate customer adoption of AWS AI/ML services, Agentic AI solutions, and Accelerated Compute capabilities. This is a critical role reporting directly to the Area VP with ownership of developing and executing the strategic plan for ANZ-wide AI/ML specialist resource investments and go-to-market execution, accelerating customer outcomes from current and future AI/ML services.

This team encompasses two core areas: 1) AI/ML Sales Team providing Level 200-300 support for complex, high-value solution selling to qualified AI/ML use cases, and 2) AI/ML Specialist SA’s providing Level 300-400 support for complex AI/ML architectures, integrations and agentic workflows in Tech Validation, Committed and Launched stages of the sales cycle. The team drives both customer organizations and AWS Sales teams to adopt Agentic AI to transform operations, addressing technical and non-technical topics with C-suite and boards including AI ethics, governance, security, risk, change management, and Agentic Ops.

AWS is looking for an accomplished leader with experience across product, business, and technology who has worked with large Enterprises and high-growth organizations to accelerate their AI/ML and cloud-native journey. In this capacity, the leader will have revenue responsibility while leading a cross-functional team of Sales, and Solution Architects,. The Specialist team acts as an important feedback ingestion point from customers that directly feeds into the roadmap for AWS AI/ML product and services teams.

You will lead AI/ML and Agentic AI discussions with C-suite executives and boards of directors and play a critical role in taking the voice of the customer and sharing it back to the Worldwide Specialist Organization (WWSO) team to ensure customer feedback effectively influences our technology roadmaps and Go-To-Market strategy. This role will contribute to the overall performance of the business globally measured by revenue growth, net new AI/ML customers, and product and service influence.

You will have experience as a leader of leaders, with significant multi-vertical ANZ exposure. You will have overachieved throughout your career and built strong, deep relationships with F1000 and/or G2000 organizations.

Key job responsibilities
• Influence at the CxO/VP and Board level, as well as developers and technical architects, to develop AI/ML pipeline, secure lighthouse customers, drive top-line revenue, and explore strategic partnerships in AI/ML and Agentic AI;

• Build, manage, and close a pipeline which exceeds the Area AI/ML revenue goal while driving Agentic AI transformation across customer organizations;

• Lead and develop the AI/ML Sales and SA Team, s to deliver exceptional customer outcomes;

• Develop and deploy AI/ML sales motions and programs that leverage AWS Field Sales teams, as well as technology and consulting partner channels. Go-to-market elements may include consultative workshops on Agentic AI, sales/partner/customer enablement, solution blueprints, customer proposal and offer development, internal and external collateral, Proofs of Concept (POC), incentives, target customers, and success measures;

• Define, develop, and execute against comprehensive account/territory plans supporting multiple account teams to drive achievement of AI/ML revenue and win goals;

• Create & articulate compelling value propositions for AI/ML services (AgentCore, Kiro, Quick Suite, Nova models) and address competitive positioning a;

• Drive customer adoption of Agentic AI through well-developed sales engagements and successful GTM Strategy, addressing AI ethics, governance, security, risk, and transformational change management;

• Interface with WWSO GTM and global AI/ML leadership, manage technical escalations for GPU capacity and AIML service/feature availability;

• Partner with cross-functional teams across Solution Architecture, Business Development, Marketing, Partners, and Training to execute customer acquisition programs and strategies focused on AI/ML adoption;

• Define and drive operational processes and excellence with sales teams, ensuring AI/ML thought leadership and specialist request resolution;

• Achieve personal AI/ML sales quota while leading the team to exceed Area AI/ML goals.

About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the 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
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

- Demonstrated expertise in technical sales of AI/ML, Agentic AI, and cloud computing products and services. 15+ years of enterprise technology sales with 10+ years leading sales teams;
- Proven track record of taking ownership and driving results. Ability to effectively lead a scaled sales organization focused on emerging technologies, and work with a variety of organizations, management levels, cultures, and personalities;
- Exceptional interpersonal and communication (both written and verbal) skills, particularly in explaining complex AI/ML concepts to non-technical audiences;
- Experience communicating with both technical and non-technical stakeholders across multiple teams, as well as internal and external executive stakeholders including boards of directors;
- Established track record of building rapport with customer executives (e.g. CEO, COO, CIO, CTO, CMO, Chief AI Officer), building close relationships, and closing large revenue accounts in AI/ML or emerging technology domains;
- Experience and success in negotiating complex deals with customers and partners. You've not only carried quotas, you've consistently exceeded them by doing the right thing for your customers;
- Hiring, developing and motivating a sales organization to consistently exceed expectations against defined goals and objectives, particularly in fast-moving technology domains;
- BA/BS degree required, MBA or advanced technical degree preferred.

Preferred Qualifications

- Relevant AI/ML sales experience. Breadth and depth in multiple enterprise functional areas in multiple industries a plus;
- Experience in a heavily matrixed sales environment, including developing, implementing, managing, and executing cross-functional solutions-led go-to-market growth initiatives and sales motion for AI/ML services;
- Deep understanding of AI/ML technologies, Agentic AI, Large Language Models, and Accelerated Compute (GPU) infrastructure; technical background in engineering, computer science, data science, or MIS a plus;
- Understanding of AI ethics, governance, security frameworks, and risk management in enterprise AI deployments;
- Recognized industry expertise in AI/ML with proven public speaking and media prowess;
- Professional traits that are not unique to this position, but necessary for Amazon leaders:
- Exhibits excellent judgment;
- Inclusive leader who inspires others to share unique points of view to better inform decisions;
- Hires and develops great people;
- Has relentlessly high standards;
- Thinks strategically, but stays on top of tactical execution;
- Expects and requires innovation of her/his team;
- Thinks big and has convictions;
- Results-oriented;
- Has the innate ability to inspire passion in others.

Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.

IDE statement:
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.