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About the Role
This role is a significant impact position at the intersection of AWS's largest AI partnerships and its fastest-growing customer workloads. You will play a critical role in capturing growth opportunities, defending against competitive displacement, and ensuring seamless execution. You will be the single thread owner (STO) for partnerships with frontier model partners in Japan, responsible for joint go-to-market (GTM) strategies, building partner relationships, driving co-sell motions, and establishing executive relationships for mutual growth between AWS and frontier model partners.
Responsibilities
- Develop and execute joint GTM and partner strategies for frontier models in Japan, defining the Japan Partner Plan and Japan strategic initiatives aligned with priority customer demand signals set by AGS Japan leadership.
- Serve as the primary point of contact and relationship owner for Anthropic and OpenAI alliance leads at the Japan country level.
- Drive pipeline generation and co-sell motion execution, progressing deals from selection to close, and ensuring partner delivery readiness for delivery and resale of each deal.
- Lead win account and pipeline reviews at the Japan country level, collaborating with AI Specialists and Partner Technical Leads to unblock deals and accelerate customer adoption.
- Develop and execute Japan GSI/SI joint strategies, expanding partner-led delivery capabilities and diversifying the partner ecosystem.
- Recruit and develop business champions within the AWS field, increasing awareness of frontier models and expanding co-sell engagements.
- Lead customer engagements for EBC (Executive Briefing Center) and partners, accelerating strategic deals.
- Coordinate cross-functional teams and manage Japan GTM execution, working with AI Specialists, AWS Partner Leadership teams, Partner Solutions Architects, Account Managers, and Partner Sales Managers.
- Escalate partner-related and systemic blockers to the APJ core team within 48 hours to ensure deals do not wait for internal processes.
- Track and report on key metrics: ARR, TCV, pipeline coverage, co-sell conversion rates, and partner program effectiveness at the Japan level.
- Coach and enable AWS Focus, Scale, and Indirect sales teams on frontier model positioning, customer selection criteria, and partner engagement motions.
Requirements
- 5+ years of developing, negotiating, and executing business agreements experience.
- 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience.
- 5+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience.
- Experience developing strategies that influence leadership decisions at the organizational level.
- Japanese Fluency and Business level English.
- Experience interpreting data and making business recommendations.
- Experience identifying, negotiating, and executing complex legal agreements.
- Experience managing programs across cross functional teams, building processes and coordinating release schedules.
- Experience selling enterprise software or cloud-based applications.
- Experience explaining complex technical concepts to various business and technical audiences.
- Experience presenting to both technical and non-technical executive audiences.
- Experience managing frontier AI model or platform partnerships (e.g., Anthropic, OpenAI, or similar foundation model providers).
- Proven track record of executing co-sell motions and generating pipeline through partner channels.
- Proven track record of expanding partner-led delivery by developing and executing GSI/SI joint strategies.
- Experience building operating models, governance mechanisms, and large-scale field enablement.
- Understanding of AI/ML infrastructure economics (GPU capacity, inference costs, model deployment architectures).
Skills
- AI/ML
- GenAI
- Analytics
- Database
- Storage
- Go-To-Market
- Business Development
- Sales
- Consulting
- Business Agreements
- Executive Engagement
- Cross-functional Team Coordination
- Partner Management
- Co-sell Motions
- Pipeline Generation
- GTM Strategy
- Partner Strategy
- Relationship Building
- Executive Relationship Management
- Problem Solving
- Business Acumen
- Executive Presence
- Data Interpretation
- Complex Legal Agreements
- Program Management
- Enterprise Software Sales
- Cloud-based Applications
- Technical Explanation
- Executive Presentation
- Frontier AI Model Partnerships
- Foundation Model Providers
- GSI/SI Joint Strategies
- Partner-led Delivery
- Operating Models
- Governance Mechanisms
- Field Enablement
- AI/ML Infrastructure Economics
Location
- Japan
Work Type
- Full-time
Experience Level
- Experienced
About the Company
- Our inclusive culture empowers Amazonians to deliver the best results for our customers.
Equal Opportunity
- 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.