AWS Specialist Seller, Strategic Pursuits

About the team 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. This role is based in San Francisco, Seattle, or New York. We operate on a hybrid model of 3 days per week in office and offer relocation support. We are also open to remote candidates based in the United States. 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 technology partners. • Bring familiarity with enterprise AI use cases across industries such as financial services, healthcare, retail, manufacturing, technology, energy, or public sector. About OpenAI OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity. We are an equal opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, sex, sexual orientation, age, veteran status, disability, genetic information, or other applicable legally protected characteristic. For additional information, please see OpenAI’s Affirmative Action and Equal Employment Opportunity Policy Statement. Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act, for US-based candidates. For unincorporated Los Angeles County workers: we reasonably believe that criminal history may have a direct, adverse and negative relationship with the following job duties, potentially resulting in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft, loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary, confidential, and non-public information. 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