Client Director, Frontier AI Model Lab , Strategic Accounts

Amazon Web Services (AWS); Seattle (WA); On-site; USD 224,000 - 304,000; Full time

Job summary

Amazon Web Services, Inc. seeks an experienced enterprise leader to head the AWS account team for a frontier AI model lab and a major strategic partnership.

You will shape strategy, drive executive engagement, and oversee delivery across multiple internal teams to ensure growth and value realization at global scale. The role demands deep cloud infrastructure expertise, a track record of managing large revenue targets, and the ability to operate effectively in high-ambition, fast-moving

Qualifications

• Experience prioritizing competing demands, scoping large efforts, and negotiating timelines.
• 15+ years of enterprise technology leadership experience, with at least 5 years at the executive level.
• 10+ years building and influencing C-level relationships at Fortune 500 or high-growth technology companies.
• 5+ years leading cross-functional teams (solutions architecture, business development, customer success, technical account management)
• Demonstrated experience managing complex strategic partnerships where commercial, technical, and organizational interests intersect
• Track record of owning multi-hundred-million-dollar (or larger) revenue targets with strong year-over-year growth
• Deep understanding of cloud infrastructure services (compute, storage, networking, AI/ML)

Responsibilities

• Own the overall relationship strategy for the AWS account with a major frontier AI model lab and strategic partnership.
• Build and maintain executive relationships with the customer's C-suite and AWS leadership.
• Drive multi-billion-dollar annual revenue targets with strong year-over-year growth.
• Lead a multi-disciplinary account team across sales, solutions architecture, customer success, and TAM.
• Coordinate with internal teams to align programs, terms, and partnerships.

Job description

In this role, you will lead the AWS account team for a frontier AI model lab and one of Amazon's largest strategic technology partnerships. The relationship spans billions in annual infrastructure spend, a multi-layered commercial partnership governed by executive-level agreements, and a co-selling motion that touches thousands of joint customers worldwide.

In this role, you will lead the AWS account team for a frontier AI model lab and one of Amazon's largest strategic technology partnerships. The relationship spans billions in annual infrastructure spend, a multi-layered commercial partnership governed by executive-level agreements, and a co-selling motion that touches thousands of joint customers worldwide.

This role presents a rare opportunity to shape the future of AI infrastructure at global scale. You will lead the strategy and execution for a customer that is simultaneously one of AWS's largest infrastructure consumers and one of its most important go-to-market partners. The work is fast-moving, technically deep, and operates at the highest levels of both organizations.

Key job responsibilities

Lead the Account Strategy

• Own the overall relationship strategy encompassing infrastructure consumption (compute, custom silicon, networking, storage), AI platform services, work closely with our partner organization to align on GTM goal execution
• Build and maintain executive relationships across the customer's C-suite and AWS leadership
• Drive multi-billion-dollar annual revenue targets with strong year-over-year growth
• Prepare and deliver executive briefings for AWS's most senior leaders

Bridge Complex Organizations

• Serve as the single-threaded leader connecting the customer to 10+ internal AWS teams spanning infrastructure services, partner programs, commercial operations, corporate development, and legal
• Surface blockers constructively and build escalation paths that drive resolution without creating friction
• Ensure alignment between AWS programs, commercial terms, and partnership commitments

Drive Operational Excellence

• Coordinate capacity planning for AI training and inference workloads at hyperscale
• Partner with service teams, billing operations, and commercial platforms to ensure the customer experience matches the strategic importance of the relationship
• Anticipate and prevent executive-level escalations through proactive engagement

Build and Scale the Team

• Lead a high-performing, multi-disciplinary account team spanning sales, solutions architecture, customer success, and technical account management
• Establish goals, performance metrics, and development plans with clear accountability
• Coach team members to operate effectively in a high-ambiguity, fast-moving environment

Basic Qualifications

• Experience prioritizing competing demands, scoping large efforts, and negotiating timelines
• 15+ years of enterprise technology leadership experience, with at least 5 years at the executive level
• 10+ years building and influencing C-level relationships at Fortune 500 or high-growth technology companies
• 5+ years leading cross-functional teams (solutions architecture, business development, customer success, technical account management)
• Demonstrated experience managing complex strategic partnerships where commercial, technical, and organizational interests intersect
• Track record of owning multi-hundred-million-dollar (or larger) revenue targets with strong year-over-year growth
• Deep understanding of cloud infrastructure services (compute, storage, networking, AI/ML)

Preferred Qualifications

• Bachelor's degree or above in engineering, management, or technology, or Bachelor's degree in computer science, engineering, mathematics or equivalent
• Direct experience in AI/ML infrastructure, model serving, or working with frontier AI companies
• Experience with complex commercial constructs including consumption-based commitments, revenue share models, and co-sell agreements
• Previous experience at a leading cloud provider or hyperscaler
• Understanding of AI training and inference infrastructure at scale (GPU, custom silicon, distributed systems)
• Strong public speaking presence and ability to represent AWS credibly at executive briefings and industry events
• Demonstrated ability to build trust with technically sophisticated customers (ML researchers, infrastructure engineers) while also engaging commercial leadership
• Experience managing relationships where contract amendments, partnership governance, and executive escalations are routine (not exceptional)

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&DD 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, East Palo Alto - 246,800.00 - 333,900.00 USD annually

USA, CA, San Francisco - 246,800.00 - 333,900.00 USD annually

USA, WA, Seattle - 224,400.00 - 303,500.00 USD annually

Company

Amazon Web Services, Inc.

Job ID: A10509347