Client Director, Frontier AI Model Lab , Strategic Accounts

About the role

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.

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

Requirements

• 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)

Pay

• 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

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.

Benefits

• Health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans)
• Employee Assistance Program (EAP), Mental Health Support, Medical Advice Line
• Flexible Spending Accounts
• Adoption and Surrogacy Reimbursement coverage
• 401(k) matching
• Paid time off
• Parental leave

Learn more about our benefits at amazon.jobs/en/benefits.