Principal AI Strategic Pursuits Sales Specialist

Amazon Inc.; Zürich; On-site; CHF 165,000 - 220,000; Full time

Job summary

Amazon is seeking a Principal AI Strategic Pursuit Lead based in Munich, covering Germany, Switzerland and CEE. You will own the commercial motion for transformational AI initiatives, shaping executive narratives and driving deals end-to-end with account teams and AWS leadership.

You will collaborate with Account Executives, Solutions Architects and Specialists to build business cases, align stakeholders, and orchestrate multi-year AI transformations that deliver measurable customer outcomes.

Qualifications

• Experience advising senior executives and building strategic business cases.
• Proven ability to raise the bar in stakeholder management and communication.
• Fluent in English and French, both written and spoken.
• Background at a top-tier cloud provider with commercial line experience.
• Experience selling or advising on AI, data, or cloud transformation at senior level.
• Experience operating in global, matrixed organizations with distributed decision making.
• Role focuses on commercial leadership within AWS Enterprise AI pursuits.

Responsibilities

• Own a portfolio of strategic AI pursuits across Germany, Switzerland and CEE's largest enterprise accounts, with direct accountability for pipeline and revenue outcomes.
• Build and present board-level business cases: value quantification, transformation roadmaps, investment logic.
• Lead executive engagement from first briefing through negotiation, including C-suite workshops, executive briefings, and multi-stakeholder alignment.
• Bring together the right programs and investment vehicles to advance AI transformation at scale at customers.
• Shape large, multi-year agreements together with Account Teams, including commercial structure and executive sponsorship.
• Turn wins into references: document outcomes and bring customer stories to industry stages.
• Feed field insight back into the AWS AI go-to-market strategy and mechanisms and drive repeatability of AWS AI transformation approach to help customers adopt AI safely and at scale.

Skills

Executive advisory

Board-level cases

Stakeholder management

English & French

Cloud hyper-scaler background

AI/data transformation

Matrixed organizations

Job description

• - Experience working closely with and advising senior executives of an organization or equivalent
• - Experience building business cases and value narratives for board-level audiences
• - Bar raising in senior stakeholder management and communication
• - Fluent in English and French (verbally, in writing)
• - Background at a top-tier cloud hyper-scaler combined with commercial line experience
• - Experience selling or advising on AI, data, or cloud transformation on senior executive level
• - Experience operating in matrixed global organizations with distributed decision making

Amazon is an equal opportunities employer. We believe passionately that employing a diverse workforce is central to our success. We make recruiting decisions based on your experience and skills. We value your passion to discover, invent, simplify and build. Protecting your privacy and the security of your data is a longstanding top priority for Amazon. Please consult our Privacy Notice (https://www.amazon.jobs/en/privacy_page) to know more about how we collect, use and transfer the personal data of our candidates.

m/w/d

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.

AI is the largest platform shift since the cloud itself, and the companies who move first will define their industries for a decade. AWS Enterprise works with the organizations making those moves: global brands, energy leaders, mobility operators, insurers, retailers. The AI Strategic Pursuits team leads the most strategic AI opportunities across these accounts, from the first board conversation to signed agreement and production impact.

As a Principal AI Strategic Pursuit Lead, you own the commercial motion behind transformational AI initiatives. You operate inside the account team alongside Account Executives, Solutions Architects and Specialists, and you own the AI opportunity end to end: shaping the executive narrative, building the business case, orchestrating stakeholders across customer C-suites and AWS leadership, and driving deals through to close. You are the person a CEO calls when they decide AI is a board priority rather than an experiment.

This is not a program management role and not a technical role. It is a commercial leadership role for people who translate ambiguity into strategy, strategy into a deal, and a deal into measurable customer outcomes.

Role is based out of Munich, Germany; responsibilities will cover segments and regions across the Germany, Switzerland and CEE area.

Key job responsibilities

• Own a portfolio of strategic AI pursuits across Germany, Switzerland and CEE's largest enterprise accounts, with direct accountability for pipeline and revenue outcomes.
• Build and present board-level business cases: value quantification, transformation roadmaps, investment logic.
• Lead executive engagement from first briefing through negotiation, including C-suite workshops, executive briefings, and multi-stakeholder alignment
• Bring together the right programs and investment vehicles to advance AI transformation at scale at customers.
• Shape large, multi-year agreements together with Account Teams, including commercial structure and executive sponsorship.
• Turn wins into references: document outcomes and bring customer stories to industry stages
• Feed field insight back into the AWS AI go-to-market strategy and mechanisms and drive repeatability of AWS AI transformation approach to help customers adopt AI safely and at scale.

A day in the life

Diverse Experiences

Amazon 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.

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.

Inclusive Team Culture

AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship and 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.

About the team

AI Strategic Pursuits is a new team inside AWS Enterprise Sales, built to match the moment. We hire people with bar raising depth and drive who chose the field over the deck, enterprise sellers who closed the deals others called impossible, operators who built businesses inside large organizations. We are small by design, senior by default, and measured on outcomes our customers announce publicly.