Director, Head of AI Sales, Australia & New Zealand, AWS

Description

AWS is changing how enterprise customers get work done through AI. Our suite of AI products and services puts specialized agentic capabilities in the hands of every knowledge worker — business users, BI analysts, product managers, developers, and supply chain analysts, so they can pull insights from their data and move faster on the work that matters.

We're looking for a sales leader to build and own the go-to-market for AWS AI products across Australia and New Zealand (ANZ). You'll identify new industry and vertical opportunities, shape how we take AI-powered solutions to market and help customers work smarter with their organisation's collective knowledge, all backed by AWS's enterprise-grade security. This is a role where you'll define the playbook, not inherit one.

Leadership Expectations

The successful candidate will demonstrate the ability to define and execute a successful Go-To-Market strategy for AWS in a rapidly evolving AI landscape, lead through others by building and empowering high-performing sales teams and exhibit strategic thinking that balances short-term execution with long-term vision. They must show a track record of building sustainable sales organizations that scale, making data-driven decisions while maintaining focus on customer impact, and possess the backbone to advocate for customer priorities and push for AI adoption.

Success requires exceptional relationship-building skills to influence stakeholders across the organization and partner closely with Product and Engineering teams to champion customer needs, translating real-world feedback into actionable solutions. Above all, this leader must be genuinely excited about AI opportunities and inspire that same enthusiasm in their team and customers.

This role presents a unique opportunity to shape the future of work through AI, leading the go-to-market strategy for transformative technologies that make AI accessible, secure, and impactful across organizations in Australia and New Zealand.

Key job responsibilities

You'll lead a talented team of sales specialists, business development leaders, and solution architects to accelerate AI adoption on AWS across ANZ. You and your team will drive the vision, strategies, and execution for our field teams to establish AWS as the leading enterprise AI provider, engage business and technical decision-makers, and create new use cases that showcase our AI capabilities across different industries.

Your passion for AI and excitement about AI opportunities will be infectious, inspiring both your team and customers to embrace its transformative possibilities. Your focus on the inputs that drive long-term growth will be a superpower enabling you to drive multiple complex sales programs to meet adoption goals, working side-by-side with our AWS account teams who manage direct customer relationships.

This leader will have the technical acumen to understand AWS AI capabilities in detail — from agentic abilities to integration with business systems — and lighten the cognitive load for customers by representing these capabilities in terms of business value to multiple personas. They will create the operating model necessary for successful enterprise-wide AI adoption and long-term customer success.

Additionally, as a leader-of-leaders role, this candidate will possess a proven track record of hiring and developing the best sales talent to drive AWS AI growth and innovation across the ANZ market.

Basic Qualifications

AI/ML Sales Leadership

15+ years of relevant sales and business development experience in cloud and AI technology with a proven track record of building new businesses and driving adoption of innovative technologies at scale.

A credible passion and excitement for AI opportunities with deep understanding of how AI technologies transform enterprises and an ability to communicate this in a manner that resonates with both technical and non-technical stakeholders at our customers.

Strategic Sales Execution & Revenue Impact

Accomplished enterprise sales leader with experience managing complex customer and partner relationships while building a high performing sales organisations. Track record of implementing enterprise-wide AI initiatives, exceeding revenue targets, and driving measurable business outcomes through strategic vision, cross-functional partnership, and relentless customer focus.

Technical Acumen & Executive Engagement

Technical background with exceptional communication skills to articulate the business value of AI solutions to both business and technical audiences at all levels. Proven ability to build executive relationships, a best-in-class public speaking and media presence, with experience in enterprise software sales cycles and change management.

Preferred Qualifications

Experience selling and implementing enterprise-wide AI initiatives
Deep understanding of AI products and services
Technical background in computer science or related fields
Proven and credible public speaking and media presence
Experience with complex enterprise software sales cycles and change management
Passion for AI innovation and ability to inspire others about AI opportunities
Experience operating in the ANZ market with established enterprise relationships across the region

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 proces