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

Basic qualifications

• 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