About the job
AWS is seeking a Principal Go-To-Market (GTM) Specialist to own and evolve the worldwide GTM strategy for AI Inference through Amazon SageMaker AI. In this role, you will operate at the intersection of deep technical expertise in distributed inference systems and sharp business judgment to set the strategic direction for SageMaker AI Inference adoption globally. You will identify whitespace opportunities, architect high-impact campaigns that move revenue at scale, and build repeatable mechanisms that the worldwide field organization can execute autonomously.
Responsibilities
- Architect the worldwide GTM strategy for Amazon SageMaker AI Inference by identifying net-new market segments, designing quantified value propositions, and constructing self-service mechanisms that move revenue at scale.
- Define and own the end-to-end sales motion strategy including customer segmentation frameworks, qualification criteria, ROI models, competitive battle cards, and scalable mechanisms that compress sales cycles.
- Synthesize complex technical and market dynamics into insight-driven narratives to help customers evaluate AI Inference workloads and make cost/performance/quality trade-off decisions.
- Build and present compelling product demos, own the competitive positioning narrative, and handle objections with data-backed conviction from internal teams and external customers.
- Architect the customer evidence flywheel by securing quotes, cultivating public references, and partnering with Marketing to build case studies that generate demand.
- Synthesize insights from outbound engagements and market trends into written recommendations that influence service roadmap prioritization and long-term product strategy for AI Inference.
Qualifications
Minimum
- 7+ years of developing, negotiating and executing business agreements experience
- 7+ years of professional or military experience
- 7+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience
- 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- 7+ years of working with Advanced Compute technologies including, but not limited to: Accelerated Compute, High Performance Compute, Visual/Spatial Compute, and/or IoT. experience
- 7+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience
- Bachelor's degree
- Experience developing strategies that influence leadership decisions at the organizational level
Preferred
- Experience selling to Fortune 1000 or Global 2000 organizations
- 7+ years in highly technical GTM, pre-sales, or technical business development roles at B2B companies (Enterprises, Startups, System Integrators) in ML/AI
- Deep expertise in cluster-based computing frameworks such as Kubernetes and Ray, with the business judgment to translate technical capabilities into customer value propositions and revenue strategies
- Proven track record of building GTM strategies, sales plays, and playbooks from scratch that moved the revenue needle—including designing customer segmentation, competitive positioning, and scalable mechanisms that field teams execute independently
- Experience teaching and enabling account teams to sell complex technical products with minimal ongoing support
- Experience structuring and leading benchmark initiatives, authoring optimization strategy white papers, building TCO/pricing models, and presenting cost/performance differentiation to VP/C-level customer stakeholders
- Experience operating as a customer advocate at scale—synthesizing voice-of-customer signals across dozens of engagements into written insights and strategic recommendations that directly influence product roadmap and organizational priorities
- Ability to challenge assumptions and drive change when existing approaches are underperforming
- Experience owning and orchestrating multiple concurrent strategic initiatives (customer campaigns, field enablement programs, executive webinars, competitive response plays) across Product, Marketing, SA, and Account teams—with a track record of building mechanisms that run without direct oversight
- Experience producing high-quality written analysis—market insights, competitive intelligence, strategic recommendations, and business metrics narratives—that are absorbable by L10 leaders and drive informed decision-making at the organizational level