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Principal AI & Emerging Tech Specialist , Emerging Technology

Amazon Web Services (AWS) · Herndon, VA · 1 wk ago
Business DevelopmentFull-time

Amazon Web Services (AWS) is the leading cloud provider, operating a globally distributed and resilient environment at massive scale. The World Wide Public Sector (WWPS) team is seeking an AI & Emerging Tech Specialist to accelerate customers' journey in transforming mission areas and business functions with emerging technologies like AI/machine learning, generative AI, high-performance computing, and quantum.

About the role

The AI & Emerging Tech Specialist will join the AWS National Security Emerging Technology team, focusing on sensitive and critical US Defense and Intelligence cloud technologies. You will develop customer use cases, drive adoption, and shape go-to-market strategies across multiple agencies in collaboration with account teams. This role involves working backwards from mission needs to create integrated solutions leveraging AWS and partner data, analytics, generative AI, and emerging technologies. You will partner with customer executives and builders to adopt DataOps, MLOps, and AI governance best practices in secure and classified environments.

This position requires US citizenship and an active Top Secret security clearance, with the ability to obtain and maintain a TS/SCI clearance with polygraph.

Responsibilities

  • Prospect into new AI and emerging technology customers and buying centers by identifying mission-driven use cases for generative AI, agentic AI, ML at the edge, quantum, and other emerging capabilities.
  • Serve as a subject matter expert in AI and emerging technologies, providing sales guidance, technical enablement, and thought leadership to account teams and customers.
  • Engage with national security executives and mission owners to understand requirements, architectures, and technology roadmaps, introducing AWS AI, data, analytics, and emerging technology services.
  • Negotiate and close large, complex AI and emerging technology opportunities across multiple agencies and buying centers.
  • Collaborate with Amazon business leaders, including account teams, engineering leaders, professional services, and technical program managers, to align solutions with mission needs.
  • Represent the voice of the customer, bringing feedback to product teams and leading curation of custom feature requests and regional availability requirements.
  • Identify opportunities for marketing and public policy engagements to position AWS as a trusted partner in the national security community.
  • Leverage Defense and Professional Associations to establish AWS as a thought leader, deepening customer intimacy and uncovering new opportunities.

Qualifications

Basic Qualifications

  • Bachelor's degree in a relevant field or equivalent work experience.
  • 7+ years of technology platform sales with experience in government IT, data centers, cloud services, and cloud adoption.
  • Experience working cross-functionally with tech and non-tech teams.
  • Current, active US Government Security Clearance of Top Secret or above.

Preferred Qualifications

  • 10+ years of direct sales or business development in software, cloud, or SaaS markets selling to C-level executives.
  • Experience with AI/ML technologies, including generative AI, foundation models, or agentic AI solutions.
  • Experience in domains such as analytics, security, storage, DevOps, application development, or machine learning.
  • Experience interpreting data and making business recommendations.
  • Experience developing, negotiating, and executing business agreements.
  • Track record of building new business categories or emerging technology practices from the ground up.

About the team

The National Security Emerging Technology team specializes in AI and emerging technologies, focusing on generative AI, frontier AI, ML at the edge, quantum, mission networking, and advanced computing. The team combines deep technical expertise with mission knowledge, staying ahead of trends in mission adoption of emerging technologies. As a trusted partner to end users, agency leadership, and the policy community, the team helps customers navigate the evolving AI and emerging technology landscape to deliver mission impact.

Benefits

  • Comprehensive health insurance (medical, dental, vision, prescription, Basic Life & AD&D, with options for supplemental life plans).
  • Employee Assistance Program (EAP) and mental health support.
  • Medical Advice Line and Flexible Spending Accounts.
  • Adoption and Surrogacy Reimbursement coverage.
  • 401(k) matching.
  • Paid time off and parental leave.
  • Sign-on payments and restricted stock units (RSUs).

Pay

Base salary range: $176,100 - $238,200 USD annually (locations: MD, Jessup; VA, Arlington; VA, Herndon).

Why AWS

AWS is the world’s most comprehensive and broadly adopted cloud platform, pioneering cloud computing and driving continual innovation. The company values curiosity, connection, and inclusion, fostering a culture where diverse experiences and perspectives fuel collaboration and success. AWS offers mentorship, career growth resources, and a focus on work-life harmony to support employees both professionally and personally.

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