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OpenAI is hiring a Senior Specialist Seller to lead high-value strategic enterprise opportunities through the AWS-OpenAI co-sell motion. You will work from San Francisco, Seattle, New York (hybrid, 3 days/week in office), or fully remote within the US.
In this role, you will lead commercial execution of priority AWS/OpenAI co-sell opportunities with strategic enterprise accounts. You'll identify and qualify high-potential opportunities focused on generative AI adoption, frontier platform use cases, and enterprise-wide transformation initiatives. You'll partner closely with AWS field teams, Account Directors, and OpenAI cross-functional stakeholders to align account strategy, messaging, stakeholder mapping, and execution plans.
Key responsibilities include developing customer-facing value propositions that connect OpenAI capabilities with business priorities and AWS infrastructure strategies; driving executive-level engagement including customer meetings, business case development, negotiations, and account reviews; and coordinating cross-functionally with Sales, Partnerships, Solutions Architecture, Product, Legal, Finance, and Deal Desk teams to progress complex opportunities.
You will build repeatable co-sell playbooks, qualification frameworks, account planning processes, and sales assets to scale the joint motion. You'll manage pipeline health, forecasting, deal risks, blockers, and escalation needs across assigned pursuits, and serve as a trusted advisor to Account Directors by bringing strategic selling expertise and deal-structuring judgment.
Ideal candidates have 15+ years of enterprise sales, strategic business development, cloud partnerships, or complex technology go-to-market experience. You should have a strong track record of shaping and closing large-scale enterprise technology deals, with experience in AI, GenAI, cloud, data, enterprise software, or professional services sales. Prior experience at AWS, another major cloud provider, a leading enterprise software company, or a high-growth AI company is preferred. You should understand AWS commercial models, enterprise account planning, cloud commitments, and partner operating rhythms; engage credibly with CIOs, CTOs, CDOs, business leaders, procurement teams, and partner executives; and demonstrate strong commercial judgment in opportunity qualification and deal strategy. Familiarity with enterprise AI use cases across industries such as financial services, healthcare, retail, manufacturing, technology, energy, or public sector is valuable.
