AI Strategic Pursuits Sales, Specialists Team Germany, Switzerland and CEE

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 an 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
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About the team
AI 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.

Basic Qualifications

- Experience working closely with and advising senior executives of an organization or equivalent
- Track record leading large, complex deals or transformation initiatives from origination to signature
- Experience building business cases and value narratives for board-level audiences
- Bar raising in senior stakeholder management and communication
- Fluent in English (verbally, in writing)

Preferred Qualifications

- Background at a top-tier strategy consultancy 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

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