AI Sales Specialist, Nonprofits, AWS Global Nonprofit Business

About the role

The AI Sales Specialist plays a critical role in driving awareness, qualification, and adoption of AWS AI products and services across the nonprofit customer base. This role combines technical capability with sales acumen and program management skill to identify customers ready for AI, connect them to the right products, and deliver workshops that convert interest into pipeline.

Responsibilities

• Customer Qualification & Product Matching

• Identify, qualify, and prioritize nonprofit customers for AI adoption based on readiness, use case fit, and business potential
• Match customer needs to specific AWS AI products and services (Amazon Q, Kiro, Bedrock, SageMaker, etc.)
• Develop and maintain a qualification framework for assessing AI readiness across the nonprofit portfolio
• Proactively engage Account Managers and Solutions Architects to surface AI opportunities in existing accounts
• Manage a pipeline of qualified AI opportunities from initial interest through handoff to deal teams

• Workshops & Customer Enablement

• Partner with Nonprofit Programs team to design and deliver AI workshops and immersive experiences that drive measurable conversion from awareness to adoption
• Conduct product-specific workshops demonstrating Amazon Q, Kiro, Bedrock, and other AI tools to nonprofit audiences
• Track workshop-to-opportunity conversion rates and continuously improve engagement quality

• Engagement Framework & Sales Enablement

• Build and maintain a repeatable AI engagement playbook for how the broader NPO team initiates and advances AI conversations
• Develop talk tracks, qualification criteria, discovery questions, and objection handling specific to nonprofit AI adoption
• Coach and enable AEs and SAs on AI product positioning through training sessions and field support
• Collaborate with Marketing and Programs to develop AI-specific demand generation campaigns for nonprofits

• Pipeline Development & Revenue Impact

• Generate qualified AI pipeline through proactive outreach, workshops, and account team engagement
• Track and report on pipeline health, product attach rates, and workshop conversion metrics
• Partner with Single-threaded-leader on complex deals requiring deeper AI/ML expertise — supporting discovery and qualification phases
• Identify trends in customer AI adoption and feed insights back to product and program teams

Qualifications

• Basic Qualifications

• Bachelor's degree in Business Administration, Finance, Economics, Computer Science, Engineering, or related field
• 3+ years of technology-related sales, business development, or sales engineering/consulting experience
• 2+ years of experience with AI/ML products, cloud services, or data analytics platforms
• Demonstrated ability to conduct customer-facing workshops, demos, or technical presentations
• Strong program management skills: ability to manage multiple workstreams, stakeholders, and timelines simultaneously

• Preferred Qualifications

• Experience in written and verbal communication skills to communicate with technical and non-technical audiences, including senior leadership
• AWS certification, such as, AWS Solutions Architect, or a similar cloud certification
• Experience with AWS AI/ML services (Amazon Q, Bedrock, SageMaker, Kiro) or comparable cloud AI platforms
• Background in the nonprofit sector or public sector technology
• Experience designing and delivering enablement programs or sales playbooks
• Track record of workshop-to-pipeline conversion and measurable demand generation results