Principal WW Storage Specialist , WW Storage Specialists

Amazon Inc.; Boston (MA); On-site; USD 260,000 - 360,000; Full time

Job summary

Amazon Web Services (AWS) is seeking a Principal Go-To-Market Specialist for FSx for Lustre to shape the worldwide GTM strategy and run programs that accelerate adoption among frontier model builders, AI-native startups, and enterprise AI teams.

You will partner across AWS to align on shared GTM motions, translate performance needs into product feedback, and lead cross‑functional teams to deliver compelling value propositions for high‑performance storage in training, fine-tuning, and inference

Responsibilities

• Set the WW GTM strategy for FSx for Lustre and oversee execution of programs to grow adoption.
• Drive GenAI and HPC workload adoption across model training, fine-tuning, inference and HPC workloads.
• Engage with leading AI labs, model providers and enterprises to capture needs and feedback.
• Partner with AWS teams to align on joint GTM motions and identify workloads that drive FSx for Lustre growth.
• Map technology to business outcomes, showing how high‑performance storage speeds training and lowers total cost.
• Build enablement and evangelize the platform.
• Create sales enablement tools, reference architectures, and customer content.
• Represent FSx for Lustre with customers, partners, analysts at events and as the Executive Briefing Center voice.
• Build a partner ecosystem with ISVs and system integrators to scale adoption.
• Advise with data: analyze pipeline, consumption and win/loss to shape high‑impact programs.
• Lead virtual cross‑functional teams across sales, solutions architecture, product, and marketing to drive adoption.

Job description

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

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