Principal AI Sales Specialist, Worldwide Public Sector, ANZ

Full Job Description

This role positions the successful candidate at the forefront of AI adoption across the Public Sector in Australia and New Zealand. Citizens increasingly expect improved services, and governments are looking to responsible, safe, and secure AI to deliver them. This role is pivotal to making that happen.

Our customers are curious and ready to move, but they need a trusted guide to help them adopt AI safely and productively.

As an AI Specialist, you will own a defined territory within the ANZ business, with direct responsibility for a set of customers, your pipeline, and your results. You will help government organisations put AI to work, improving citizen services and lifting productivity. You will also help shape the AI go-to-market plan used across the wider ANZ business, with a particular focus on productivity improvement.

Key job responsibilities Territory-Aligned Specialist Sales

• Own a defined territory within the ANZ business, taking direct responsibility for a set of customers, pipeline and outcomes.
• Work closely with Account Managers, specialists, solutions architecture, professional services and partners to drive coordinated outcomes for your public sector customers.
• Set the strategy for your territory, determining where AI will deliver the greatest value for government and how to sequence it for impact.
• Build and maintain the trust of senior government stakeholders, acting as a credible, senior point of contact who can hold a strategic conversation and follow through on delivery with AWS professional services and partner teams.
• Represent the business at customer meetings, industry events and government forums, speaking to AWS's role in public sector AI, industry trends and emerging technologies.
• Lead the specialist AI team’s collaboration with channel partners through close collaboration with the AWS Partner teams

Build the Go-to-Market Plan Across ANZ

• Beyond your own territory, you will help build the plan the wider ANZ business uses to take AI sales plays to market.
• Define shared milestones and a regular planning and review rhythm that keeps work moving across the teams involved, including partners.
• Bring together the capabilities and offerings of those teams, including partners and marketplace routes, anchored on customer objectives.
• Run the operational side of delivery, including keeping the pipeline accurate, tracking progress, coordinating joint selling with partners.

Outcomes & Value Realisation

• Define customer success in outcome terms, including hours returned, cost avoided, service quality and timeliness, and track the benefit delivered across the life of each initiative.
• Help customers navigate data sovereignty, security and compliance considerations (ISM, PSPF, IRAP) as they apply to AI workloads.
• Share what you learn from delivery to help inform the direction of AWS services for the public sector.

About the team The Specialist Organisation is a team of technical and strategic experts who work alongside account teams, partners and customers to turn complex technology into real-world impact for the public sector.

Diverse Experiences AWS values diverse experiences. Even if you do not meet all of the qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS? Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon conferences, inspire us to never stop embracing our uniqueness.

Mentorship & Career Growth We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

Basic Qualifications

• Experience developing customer relationships and influencing key decision-makers
• Experience conveying complex technical concepts to both technical and business audiences
• Experience leading cross-functional projects and managing large, complicated programs
• Experience identifying, developing, negotiating, and closing opportunities across a wide spectrum of customer engagement levels

Preferred Qualifications

• Experience with government procurement and contracting process
• Bachelor's degree or above in a related field
• Experience leading work focused on productivity improvement and service delivery outcomes
• Understanding of Australian Government security and compliance frameworks (ISM, PSPF, IRAP) and data sovereignty requirements.
• Experience developing detailed go to market plans

Acknowledgement of country: In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.

IDE statement: Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

Experience developing customer relationships and influencing key decision-makers Experience conveying complex technical concepts to both technical and business audiences Experience leading cross-functional projects and managing large, complicated programs Experience identifying, developing, negotiating, and closing opportunities across a wide spectrum of customer engagement levels