Role at a glance
- Job function
-
Sales Technical Sales & Sales Engineering B2B & Enterprise Sales
- Salary
- Not Disclosed
- Location
- Arlington, Virginia, United States Austin, Texas, United States
- Work arrangement
- On-site
- Employment
- Full-time
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We’ll check it against the original posting.
Qualifications
Required
- Experience communicating complex information and solutions to senior stakeholders and influencing decisions, or experience communicating results to senior leadership
- 5+ years of experience in technology sales, business development, or technical pre-sales with a track record of driving pipeline generation and technology adoption at scale
- 3+ years of experience with AI/ML products, cloud services, or data analytics platforms (Amazon Bedrock, SageMaker, Azure OpenAI, Google Vertex AI, or equivalent) in a sales, pre-sales, or technical capacity
- Demonstrated ability to design and deliver customer-facing workshops, demos, or technical presentations that convert interest into qualified pipeline
- Strong program management skills: ability to manage multiple workstreams, stakeholders, and timelines simultaneously across a large portfolio
Preferred
- Experience with or passion for nonprofit organizations, NGOs, foundations, or social impact — with understanding of their unique budget constraints and mission-driven priorities
- Hands-on experience with AWS AI/ML services (Amazon Bedrock, Amazon Q, Kiro, SageMaker) and their application to real-world use cases
- Experience building engagement playbooks, enablement programs, or sales frameworks that scale team capability beyond individual contribution
- Knowledge of responsible AI frameworks, data governance, and nonprofit data handling requirements
About the role
Original posting provided by amazon
AWS is seeking an AI Sales Specialist to drive awareness, qualification, and adoption of AWS AI products and services at scale across the nonprofit customer base within Worldwide Public Sector (WWPS). You will own the scaled motions that build awareness, qualify customers for AI readiness, deliver workshops that convert interest into pipeline, and build the repeatable frameworks the broader sales organization uses to engage on AI. This role combines technical capability with sales acumen and program management skill — operating across the AI Lifecycle to engage both organizations integrating AI across their enterprise and line-of-business leaders leveraging AI tools for decision-making. You will work across multiple segments and geographies to build systematic, portfolio-wide pipeline generation motions.
Key job responsibilities
Customer Qualification & Product Matching
• Identify, qualify, and prioritize nonprofit customers for AI adoption at scale — building a systematic, portfolio-wide pipeline of AI-ready accounts based on readiness, use case fit, and business potential
• Match customer needs to specific AWS AI products and services (Amazon Q, Kiro, Bedrock, SageMaker); develop and own the qualification framework for assessing AI readiness across the entire nonprofit portfolio
• Proactively engage Account Managers and Solutions Architects across the vertical to surface AI opportunities in existing accounts; operate as the connective tissue between field teams and AI pipeline
• Manage a pipeline of qualified AI opportunities directly and through qualified Partners from initial interest through handoff to account teams for deep execution;
• Generate qualified AI pipeline through proactive outreach, workshops, account team engagement, and partner co-sell motions; track lead-to-opportunity conversion rates and continuously optimize
Workshops & Customer Enablement
• Design, develop, and deliver AI workshops and immersive experiences at scale that drive measurable conversion from awareness to adoption
• Own workshop-to-opportunity conversion metrics; Develop workshop playbooks and delivery guides, continuously improve content, format, follow-up motions, and delivery mechanisms based on data
Engagement Framework & Sales Enablement
• Build and maintain a repeatable, scalable AI engagement playbook for how the broader NPO organization initiates and advances AI conversations
• Coach and enable AEs and SAs on AI product positioning through training sessions, field ride-alongs, and just-in-time support; measure enablement effectiveness through downstream pipeline metrics
Pipeline Development & Revenue Impact
• Own and exceed quarterly/annual AI pipeline generation and adoption goals; proactively build top-of-funnel activity that drives AI/ML service adoption at portfolio scale
• Identify trends and patterns in customer AI adoption across the portfolio; feed insights back to product, program, and leadership teams to inform strategy
Customer Engagement & Ecosystem
• Build relationships with nonprofit technology and line of business executives across NGOs, foundations, research institutions, and nonprofit financial institutions
• Evangelize AWS AI externally at industry events, webinars, and customer roundtables; contribute to case studies and thought leadership that build market awareness at scale
A day in the life
Your morning starts reviewing your AI pipeline dashboard and prepping for an online workshop with a group of nonprofit executives exploring Amazon Bedrock. Mid-morning, you coach an Account Manager on positioning Amazon Quick for a membership nonprofit. Over lunch, you refine your AI qualification playbook based on last week's conversion data. Afternoon brings a webinar evangelizing generative AI to NGO leaders together with a Partner, followed by a strategy sync with the AI team lead on a complex deal handoff. You close the day updating pipeline forecasts and drafting a demand-gen campaign for next quarter.
About the team
The AWS Nonprofit Business team helps nonprofit organizations harness AWS to advance their missions — from deploying generative AI solutions for constituent engagement to building ML-powered analytics that optimize program outcomes. We serve thousands of nonprofit organizations globally, and AI is transforming how they deliver on their missions. This role sits at the center of that transformation, helping nonprofits discover and adopt AI tools that will accelerate their impact. We partner with customers, AWS partners, and the nonprofit ecosystem to remove barriers to AI adoption, maximize the value of AWS programs and credits, and deliver outcomes that amplify mission impact.
- 5+ years of experience in technology sales, business development, or technical pre-sales with a track record of driving pipeline generation and technology adoption at scale
- 3+ years of experience with AI/ML products, cloud services, or data analytics platforms (Amazon Bedrock, SageMaker, Azure OpenAI, Google Vertex AI, or equivalent) in a sales, pre-sales, or technical capacity
- Demonstrated ability to design and deliver customer-facing workshops, demos, or technical presentations that convert interest into qualified pipeline
- Strong program management skills: ability to manage multiple workstreams, stakeholders, and timelines simultaneously across a large portfolio
- Hands-on experience with AWS AI/ML services (Amazon Bedrock, Amazon Q, Kiro, SageMaker) and their application to real-world use cases
- Experience building engagement playbooks, enablement programs, or sales frameworks that scale team capability beyond individual contribution
- Knowledge of responsible AI frameworks, data governance, and nonprofit data handling requirements
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.
USA, CA, San Francisco - 157,100.00 - 212,600.00 USD annually
USA, IL, Chicago - 142,800.00 - 193,200.00 USD annually
USA, NY, New York - 157,100.00 - 212,600.00 USD annually
USA, TX, Austin - 142,800.00 - 193,200.00 USD annually
USA, VA, Arlington - 142,800.00 - 193,200.00 USD annually
USA, WA, Seattle - 142,800.00 - 193,200.00 USD annually
Key job responsibilities
Customer Qualification & Product Matching
• Identify, qualify, and prioritize nonprofit customers for AI adoption at scale — building a systematic, portfolio-wide pipeline of AI-ready accounts based on readiness, use case fit, and business potential
• Match customer needs to specific AWS AI products and services (Amazon Q, Kiro, Bedrock, SageMaker); develop and own the qualification framework for assessing AI readiness across the entire nonprofit portfolio
• Proactively engage Account Managers and Solutions Architects across the vertical to surface AI opportunities in existing accounts; operate as the connective tissue between field teams and AI pipeline
• Manage a pipeline of qualified AI opportunities directly and through qualified Partners from initial interest through handoff to account teams for deep execution;
• Generate qualified AI pipeline through proactive outreach, workshops, account team engagement, and partner co-sell motions; track lead-to-opportunity conversion rates and continuously optimize
Workshops & Customer Enablement
• Design, develop, and deliver AI workshops and immersive experiences at scale that drive measurable conversion from awareness to adoption
• Own workshop-to-opportunity conversion metrics; Develop workshop playbooks and delivery guides, continuously improve content, format, follow-up motions, and delivery mechanisms based on data
Engagement Framework & Sales Enablement
• Build and maintain a repeatable, scalable AI engagement playbook for how the broader NPO organization initiates and advances AI conversations
• Coach and enable AEs and SAs on AI product positioning through training sessions, field ride-alongs, and just-in-time support; measure enablement effectiveness through downstream pipeline metrics
Pipeline Development & Revenue Impact
• Own and exceed quarterly/annual AI pipeline generation and adoption goals; proactively build top-of-funnel activity that drives AI/ML service adoption at portfolio scale
• Identify trends and patterns in customer AI adoption across the portfolio; feed insights back to product, program, and leadership teams to inform strategy
Customer Engagement & Ecosystem
• Build relationships with nonprofit technology and line of business executives across NGOs, foundations, research institutions, and nonprofit financial institutions
• Evangelize AWS AI externally at industry events, webinars, and customer roundtables; contribute to case studies and thought leadership that build market awareness at scale
A day in the life
Your morning starts reviewing your AI pipeline dashboard and prepping for an online workshop with a group of nonprofit executives exploring Amazon Bedrock. Mid-morning, you coach an Account Manager on positioning Amazon Quick for a membership nonprofit. Over lunch, you refine your AI qualification playbook based on last week's conversion data. Afternoon brings a webinar evangelizing generative AI to NGO leaders together with a Partner, followed by a strategy sync with the AI team lead on a complex deal handoff. You close the day updating pipeline forecasts and drafting a demand-gen campaign for next quarter.
About the team
The AWS Nonprofit Business team helps nonprofit organizations harness AWS to advance their missions — from deploying generative AI solutions for constituent engagement to building ML-powered analytics that optimize program outcomes. We serve thousands of nonprofit organizations globally, and AI is transforming how they deliver on their missions. This role sits at the center of that transformation, helping nonprofits discover and adopt AI tools that will accelerate their impact. We partner with customers, AWS partners, and the nonprofit ecosystem to remove barriers to AI adoption, maximize the value of AWS programs and credits, and deliver outcomes that amplify mission impact.
Basic Qualifications
- Experience communicating complex information and solutions to senior stakeholders and influencing decisions, or experience communicating results to senior leadership- 5+ years of experience in technology sales, business development, or technical pre-sales with a track record of driving pipeline generation and technology adoption at scale
- 3+ years of experience with AI/ML products, cloud services, or data analytics platforms (Amazon Bedrock, SageMaker, Azure OpenAI, Google Vertex AI, or equivalent) in a sales, pre-sales, or technical capacity
- Demonstrated ability to design and deliver customer-facing workshops, demos, or technical presentations that convert interest into qualified pipeline
- Strong program management skills: ability to manage multiple workstreams, stakeholders, and timelines simultaneously across a large portfolio
Preferred Qualifications
- Experience with or passion for nonprofit organizations, NGOs, foundations, or social impact — with understanding of their unique budget constraints and mission-driven priorities- Hands-on experience with AWS AI/ML services (Amazon Bedrock, Amazon Q, Kiro, SageMaker) and their application to real-world use cases
- Experience building engagement playbooks, enablement programs, or sales frameworks that scale team capability beyond individual contribution
- Knowledge of responsible AI frameworks, data governance, and nonprofit data handling requirements
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, restricted stock units (RSUs), and sales incentives. 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 - 157,100.00 - 212,600.00 USD annually
USA, IL, Chicago - 142,800.00 - 193,200.00 USD annually
USA, NY, New York - 157,100.00 - 212,600.00 USD annually
USA, TX, Austin - 142,800.00 - 193,200.00 USD annually
USA, VA, Arlington - 142,800.00 - 193,200.00 USD annually
USA, WA, Seattle - 142,800.00 - 193,200.00 USD annually
About the company
amazon
Large Enterprise
Amazon is a global leader in e-commerce and cloud computing, founded in 1994 by Jeff Bezos. Initially starting as an online bookstore, it has since expanded its offerings to include a vast range of products and services, including electronics, fashion, and digital content. With Amazon Web Services (AWS), the company also provides powerful cloud solutions to businesses around the world. Known for its innovation, customer-centric approach, and commitment to operational efficiency, Amazon continues to shape the future of retail and technology, consistently seeking new ways to enhance customer experiences.
Amazon is a global leader in e-commerce and cloud computing, founded in 1994 by Jeff Bezos. Initially starting as an online bookstore, it has since expanded its offerings to include a vast range of products and services, including electronics, fashion, and digital content. With Amazon Web Services (AWS), the company also provides powerful cloud solutions to businesses around the world. Known for its innovation, customer-centric approach, and commitment to operational efficiency, Amazon continues to shape the future of retail and technology, consistently seeking new ways to enhance customer experiences.