From Amazon's posting. “We” and “our” refer to the employer.
Do you want to help shape how the world's most advanced AI models get built? AWS is hiring a Principal Go-To-Market (GTM) Specialist for Amazon FSx for Lustre, the high-performance file system behind some of the most demanding compute workloads on the planet. FSx for Lustre is a core part of the AWS Generative AI strategy. It feeds data to accelerated compute at the speed needed for training, fine-tuning, and inference at scale.
In this role, you will work with frontier model providers, fast-growing AI startups, and global enterprises as they build and scale their AI and HPC infrastructure on AWS. You will set the worldwide GTM strategy for FSx for Lustre and create and run programs, initiatives, research, and enablement at scale for our WW sales, specialist, partner, and cross-functional teams. Your work will directly shape how customers choose AWS as the place to build, train, and deploy AI.
To succeed in this role, you need a proven track record of building and executing GTM and sales programs at scale with measurable results, along with a strong understanding of HPC and AI/ML infrastructure.
In this role, you will be accountable for:
Setting the WW GTM strategy for FSx for Lustre. Define strategic program direction and oversee execution of insight-driven programs that grow FSx for Lustre adoption and AWS market share with frontier model builders, AI-native startups, and enterprise AI and HPC customers.
Driving GenAI and HPC workload adoption. Use your business judgment to drive revenue, build sales plays, and find new markets and opportunities across model training, fine-tuning, inference, and traditional HPC workloads such as genomics, EDA, seismic processing, financial simulation, and autonomous vehicle development.
Working directly with the most demanding customers. Engage with leading AI labs, model providers, and enterprises to understand their performance, scale, and data pipeline needs, and turn them into product feedback, customer wins, and repeatable patterns.
Partnering across AWS. Work with Compute (accelerated instances and UltraClusters), Amazon SageMaker HyperPod, Amazon EKS, Amazon S3, the Startups and Generative AI teams, industry teams, and service teams to align on joint GTM motions and find the workloads that drive FSx for Lustre growth.
Mapping technology to business outcomes. Help customers understand how high-performance storage speeds up time to train, improves accelerator utilization, and lowers the total cost of AI and HPC infrastructure.
Building enablement and evangelizing the platform. - Use excellent written and verbal communication skills to build sales enablement tools, reference architectures, and customer-facing content. -- - Represent FSx for Lustre with customers, partners, analysts, at industry events, and as the primary Executive Briefing Center voice for high-performance storage.
Building the partner ecosystem. Work with ISVs, system integrators, and AI and HPC partners to create joint solutions and co-sell motions that scale adoption.
Advising with data. Act as a trusted business advisor. Dive deep into pipeline, consumption, and win/loss data, create high-impact programs, track progress, and adjust to hit goals.
Leading virtual teams. Guide cross-functional teams across sales, solutions architecture, product, and marketing to drive adoption in priority GenAI and HPC workloads.
Owning goals. Define, drive, measure, manage, and coach on workload-focused goals across the worldwide business.
The ideal candidate can drive engagements and influence decisions at the CxO and VP level, and can also speak credibly with ML researchers, infrastructure engineers, HPC architects, and platform teams. You can think strategically and analytically about business, product, and technical challenges. You know how to build and deliver compelling value propositions, and you can work across the business to set vision and objectives and build consensus. You have a strong sense of ownership, a bias for action, and a desire to dive deep.
You are excited to work at the frontier of AI infrastructure.
About the team
About AWS
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.
Why AWS?
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
Mentorship & Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
Basic Qualifications
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
Experience developing strategies that influence leadership decisions at the organizational level
Bachelor's degree in a relevant field or equivalent work experience
Preferred Qualifications
Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner
Experience selling to Fortune 1000 or Global 2000 organizations
Equal Opportunity
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. 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.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location.
Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.
USA, CA, San Francisco - 193,700.00 - 262,000.00 USD annually
USA, MA, Boston - 176,100.00 - 238,200.00 USD annually
USA, WA, Seattle - 176,100.00 - 238,200.00 USD annually
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