AWS Specialist Seller

OpenAI

↗

Research Services 👥 201 employees 📍 San Francisco, CA, US Est. 2015

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. AI is an extremely powerful tool that must be created with…

Job Overview

OpenAI’s mission is to build safe artificial general intelligence (AGI) that benefits all of humanity. Achieving this requires bringing together world-class scientists, engineers, and business leaders to translate frontier research into real-world impact.

Within OpenAI, the Go-to-Market organization helps customers understand, adopt, and scale our products across their businesses. The team includes Sales, Solutions, Support, Marketing, Partnerships, and Strategic Pursuits professionals who work together to bring the benefits of AI to organizations globally.

About the role

We are hiring a Senior Specialist Seller to join the Strategic Pursuits team and lead priority opportunities generated through the joint AWS and OpenAI co-sell motion. You will partner closely with Account Directors, AWS field teams, and cross-functional stakeholders to identify, shape, advance, and close high-value strategic enterprise engagements.

This role is ideal for a senior seller with deep experience in enterprise technology, AI, cloud, or complex transformation sales motions. You should be comfortable operating in executive-facing environments, aligning multiple stakeholders, and turning customer priorities into commercially compelling and technically credible opportunities.

In this role, you will:

• 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.

You might thrive in this role if you:

• Have 15+ years of experience in enterprise sales, strategic business development, cloud partnerships, or complex technology go-to-market roles.


• Have a strong track record of shaping and closing large-scale enterprise technology deals.


• Bring experience in AI, GenAI, cloud, data, enterprise software, or professional services sales.


• Have worked in overlay sales, specialist seller, strategic pursuits, or partner-led co-sell environments.


• Understand AWS commercial models, enterprise account planning, cloud commitments, and partner operating rhythms.


• Can engage credibly with CIOs, CTOs, CDOs, business leaders, procurement teams, and partner executives.


• Demonstrate strong commercial judgment in opportunity qualification, deal strategy, and escalation management.


• Thrive in ambiguity and can build new operating motions from the ground up.


• Communicate clearly and synthesize technical, customer, and commercial inputs into actionable recommendations.


• Have prior experience at AWS, another major cloud provider, a leading enterprise software company, or a high-growth AI company.


• Understand partner-led sales motions involving hyperscalers, GSIs, or strategic techn