DESCRIPTION

AWS Utility Computing (UC) provides product innovations that continue to set AWS’s services and features apart in the industry. As a member of the UC organization, you’ll support the development and management of Compute, Database, Storage, Platform, and Productivity Apps services in AWS, including support for customers who require specialized security solutions for their cloud services. Additionally, this role may involve exposure to and experience with Amazon’s growing suite of generative AI services and other cutting-edge cloud computing offerings across the AWS portfolio.

Annapurna Labs (our organization within AWS UC) designs silicon and software that accelerates innovation. Customers choose us to create cloud solutions that solve challenges that were unimaginable a short time ago—even yesterday. Our custom chips, accelerators, and software stacks enable us to take on technical challenges that have never been seen before, and deliver results that help our customers change the world.

Do you want to help define the future of AWS AI Chips (AWS Inferentia/Trainium) Go to Market (GTM) at AWS? You will be part of the core worldwide AWS AI Chips Business and GTM team, responsible for helping our customers build and deploy Generative AI (GenAI) models on our Chips to power end applications and use cases across industry verticals. You will work with other product owners inside of Amazon, with our strategic partners developing our integrations with leading ML Frameworks and Libraries, and working with segment teams in AWS to accelerate customer adoption of AWS Inferentia and Trainium based instances.

As the ideal candidate, you possess a business and technology background that enables you to lead and drive engagements with startups and large enterprises. You have domain expertise in GenAI and key ML use cases. You have the technical depth to articulate the benefits of our deep learning and GenAI-related services and solutions to data scientists, and C-Level executives. In addition, you have a good understanding of the GenAI market trends, ecosystem, opportunities, and are passionate about market development and evangelism. You will need to be adept at interacting, communicating, and partnering with teams within AWS (product, solutions architecture, sales, marketing, and professional services) and externally with customers and 3rd party model providers.

You will drive the development of the GTM plan for building and scaling AWS Chip adoption, interact with customers directly to understand their business problems, and work with 3rd party model providers and our solutions architects to help them define and implement scalable GenAI solutions to solve them. You will also work closely with account teams and product teams to drive model implementations and develop new solutions.

You will need to be adept at interacting, communicating and partnering with other teams within AWS such as services teams, field solutions architecture, sales, marketing, as well as representing your team to executive management. You should be passionate about helping companies/partners understand best practices for operating on AWS. You will also look for patterns and trends that can be broadly applied across an industry segment or a set of customers that can help accelerate innovation.

Key job responsibilities
1. Lead cross-team GTM to orchestrate sales motions for sales, marketing, partner, product, training, and professional services teams to accelerate adoption of AWS AI Chips
2. Leverage your deep domain expertise to create best in class field enablement and sales strategy.
3. Support field teams in solution building for high priority customers.
4. Bring market signals back to product teams to drive innovation on AWS Neuron, AWS Inferentia, and AWS Trainium Roadmaps
5. Develop and execute goals to drive long term growth in your geography, while meeting/exceeding revenue and non-revenue driven KPI’s.
6. Drive geographical scale through external partners; Partner with cross functional teams across Solution Architecture, Business Development, Marketing, Partners, and Training and execute customer acquisition programs and strategies.

A day in the life
About the team
Our team is dedicated to supporting new members. We have a broad mix of experience levels and tenures, and we’re building an environment that celebrates knowledge-sharing and mentorship. Our senior members enjoy one-on-one mentoring and thorough, but kind, code reviews. We care about your career growth and strive to assign projects that help our team members develop your engineering expertise so you feel empowered to take on more complex tasks in the future.

Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the 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.

About 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.

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.

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.

Hybrid Work
We value innovation and recognize this sometimes requires uninterrupted time to focus on a build. We also value in-person collaboration and time spent face-to-face. Our team affords employees options to work in the office every day or in a flexible, hybrid work model near one of our US Amazon offices. Our hybrid models allow you the freedom to work from home whenever in-office collaboration isn’t necessary.

About the team
The Amazon Annapurna Labs team is responsible for building innovation in silicon and software for our AWS customers. We are at the forefront of innovation by combining cloud scale with the world’s most talented engineers. Our team covers multiple disciplines including silicon engineering, hardware design, software and business development. Along with the AI Chips Inferentia and Trainium, Annapurna Labs has delivered advancements in Networking with AWS Nitro, Amazon’s first ARM based instances with AWS Graviton and first FGPA instances in the cloud.

BASIC QUALIFICATIONS

– 3+ years of business development, partnership management, or sourcing new business experience
– Bachelor’s degree or equivalent
– Experience using data and metrics to determine and drive improvements
– 3+ years of driving end to end delivery, and communicating results to senior leadership experience
– 2+ years of business development, product management, management consulting, and strategic partnership experience
– Experience developing and executing on GTM strategies that are large in scope.
– Working knowledge of one or more ML Frameworks (e.g., PyTorch, JAX) and ML methods including GenAI foundation models, computer vision models, and other ML models

PREFERRED QUALIFICATIONS

– 1+ years of developing, negotiating and executing business agreements experience
– Experience developing strategies that influence leadership decisions at the organizational level
– Experience managing programs across cross functional teams, building processes and coordinating release schedules
– Experience with pre-sales engineering, technical business development, strategic partnerships, or program/product management experience.
– Experience with cloud computing and or related fields.
– Business development, product management, management consulting, and strategic partnership experience.
– Experience interfacing with GenAI/ML customers and partners, with deep understanding of GenAI market landscape, ecosystem, and ability to articulate technology and value proposition
– Experience driving partnerships and developing joint go-to-market strategies with AI/ML model providers
– Deep hands-on understanding of deep learning and other ML algorithms with hands-on experience running pilots and POCs to demonstrate capabilities to prospects
– Ability to work in a fast paced and agile work environment with demonstrated collaboration skills and demonstrated strengths in driving through complexity, ambiguity, and unknowns in early-stage programs

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.

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.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $83,100/year in our lowest geographic market up to $177,800/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.

USA, WA, Seattle