Job ID : 3195115 | Amazon Web Services Australia Pty Ltd
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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 and you will own 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 : AI / ML Sales Team providing Level 200–300 support for complex, high‑value solution selling to qualified AI / ML use cases, and 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.
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.
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 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.
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.
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. Consistently exceeded quotas 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.
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.
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 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.
Amazon is an equal opportunity employer
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status. 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. xjrgpwk jobs / content / en / how-we-hire / accommodations for more information.
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