Head of AI & Specialist Sales, Public Sector (UK, Germany and International Orgs)

Head of AI & Specialist Sales, Public Sector (UK, Germany and International Orgs)

Job ID: | AWS EMEA SARL (UK Branch)

We're looking for an exceptional sales leader to lead the AI & Specialist Sales team within our UK, Germany & International Organisations (UKGI) business - the specialist selling engine that qualifies, shapes and wins the most complex AI, Emerging Tech, and other specialist opportunities across the public sector.
You will lead an established, high-performing team of specialist sellers as part of the wider Customer Acceleration org. You and your team will accelerates the sales cycle by bringing specialist depth at every stage, by setting the bar for what world-class specialist selling looks like across the public sector.
The role has two distinct edges. First, depth on the deals that matter most: you and your team will be on the most complex, highest-value pursuits in UKGI, bringing specialist and cross-vertical perspective that no single account team can hold alone. Second, breadth across the market: you will support account teams to build whole-of-market initiatives - repeatable, scalable plays that take a proven specialist motion across a segment or the whole of UKGI, rather than winning one deal at a time. The successful candidate will have carried and consistently exceeded quota, and built deep relationships with senior C-suite customers and partners. This is a broad leadership role and you will define the team's go-to-market strategy while personally engaging in the most impactful pursuits.
While AI is the primary focus of this team, you will lead specialist sales across the full breadth of the team's remit. That includes emerging technologies such as Quantum and HPC, as well as established specialist domains including Migrations. You will be equally comfortable setting strategy for a nascent market that is still being defined and driving a mature, high-volume selling motion - and you will build a team that carries credibility across all of them.

Key job responsibilities

• Leading an established team of specialist sellers, growing their careers, building pipeline, measuring success and closing complex strategic deals.
• Personally engaging on the highest-value or highest-impact opportunities in UKGI - bringing specialist and cross-vertical depth that no single account team can land alone.
• Supporting account teams to build whole-of-market initiatives - taking a proven specialist selling motion and scaling it repeatably across a segment or the whole of UKGI, so the team's impact compounds beyond individual deals.
• Setting the go-to-market strategy for specialist AI selling in UKGI - how we qualify, shape, and win Ai and Emerging Tech opportunities, and how we embed AI into account strategies.
• Establishing clear goals and quotas for the team, ensuring opportunities are managed effectively through the sales cycle with strong pipeline hygiene, and allocating team resources for the best use against those goals.
• Partnering closely with UKGI sales leadership and the worldwide specialist organisations to accelerate the full sales motion.
• Acting as the voice of the customer and the field back into AWS product and service teams, translating market trends and customer feedback into insight that shapes the AI and emerging-technology roadmap.
• Coaching and developing specialist selling talent of the highest calibre, continuing to grow a team with a strong brand and ambition.

A day in the life

A day in the life
No two days look the same. You might start on a customer escalation for a complex GenAI pursuit, then coach a specialist through deal qualification before joining an Account Manager to shape strategy with a senior public-sector customer. Mid-morning you review pipeline and quota attainment across the Migrations business, unblocking the deals that matter most. In the afternoon you work with an account team to design a whole-of-market initiative - turning one won deal into a repeatable play across the segment - then partner with worldwide specialist and product teams to bring the field's voice back into the service roadmap.

Basic Qualifications

• Experience in technology-related sales, business development, or sales engineering/consulting
• Experience and track record of exceeding sales goals
• Experience with customer relationship management, especially C-suite level customer engagement
• Experience in sales team management
• Significant experience in sales and sales management in cloud, AI/ML, data, or enterprise software, with a demonstrable record of leading specialist or new-market selling teams.

Preferred Qualifications

• Experience in a people management or leadership role which includes coaching and developing others
• Experience managing executive customer relationships and key business stakeholders
• Experience identifying, developing, negotiating, and closing opportunities across a wide spectrum of customer engagement levels
• Experience selling AI/ML solutions
• Experience working in a matrixed environment, influencing strategy, and achieving goals by working across the organization

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