Principal Business Developer - ISV, GenAI GTM Specialists, EMEA

Are you a business-minded technologist with a passion for helping ISV customers realize the transformative potential of Generative AI? Do you combine a deep understanding of ISV business models with the AI expertise to help software companies reinvent their software development practices and their products?

As a Principal Generative AI GTM Specialist for ISVs, your role involves leading strategic planning and execution of go-to-market strategies for GenAI training, inference and Agentic AI workloads. You own the AI sales motions for ISV accounts across EMEA, and you collaborate with sales leaders and account teams to maximize value creation for the region's ISVs. You will engage with customers' business, product, and technical executives to earn trust on AWS' capabilities and to shape AI transformation roadmaps and value propositions. You'll guide customers through their journey from GenAI experimentation to production deployment, helping them reimagine their product roadmap through an agentic AI lens. You will also partner with service teams to shape the future of AWS services based on customer feedback. You will get the chance to be at the forefront of technical innovation, maintaining in-depth specialized knowledge of AWS's Generative AI services and best practices.

Key job responsibilities

• Own and execute the Generative AI GTM strategy for ISV accounts across EMEA
• Create and articulate compelling, ISV-specific value propositions — how a software company builds Generative AI into its own product, monetizes it, and differentiates with it.
• Develop sales plays and track their effectiveness in generating and progressing pipeline, advising sales teams on how to accelerate adoption and customer value.
• Work with leaders at software companies, earning trust through deep domain expertise and helping them solve their most compelling business problems or opportunities.
• Guide customers from experimentation to production with business and technical insights.
• Gather voice-of-customer insights and bring them to service teams, informing the future roadmap.

About the team This position is part of the Amazon Specialist and Partner Organization (ASP) and will be instrumental in accelerating AI value for some of EMEA's most ambitious ISV customers. You'll be part of a dedicated cross-functional team of Generative AI specialists, solutions architects, and technical experts focused on helping those organizations provide better customer service, optimize their businesses, and create new customer experiences with AI on AWS.

Basic qualifications

• Experience in Go-To-Market, Business Development, Sales, or Consulting
• Experience working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage
• Strong understanding of the ISV business models, challenges and opportunities.
• Specialized expertise in delivering Agentic AI solutions and how AI engineering practices accelerate the software development lifecycle itself.
• Experience developing and executing go-to-market strategies, tracking pipeline and service adoption.
• Ability to communicate complex concepts to, and influencing, senior leadership and C-level audiences.

Preferred qualifications

• Experience developing strategies that influence leadership decisions at the organizational level
• Experience developing, deploying and managing AI products at scale
• Track record of leading or influencing the product strategy of ISV organizations.
• Experience driving adoption of AI-Driven Development Life Cycle (AI-DLC) practices in large software organizations.

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