Principal AI Sales Specialist

- Experience developing detailed go to market plans
- Experience in stakeholder management, including influencing executive level global leaders
- Proven track record in enterprise or public sector technology sales, with demonstrable experience of closing complex, high-value deals
- Strong commercial acumen — able to help structure deals, navigate procurement processes, and build compelling business cases
- Experience of value-based and competitive selling in a technology context
- High degree of intellectual curiosity and a demonstrated ability to learn and apply new technical concepts
- Demonstrable interest in artificial intelligence - Experience in the public sector
- Experience selling AI/ML solutions
- Familiarity with AWS AI services
- Experience working in or alongside a specialist sales function
- Understanding of the regulatory landscape for public sector

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AWS is looking for a Principal AI Sales Specialist to lead the adoption of AI across UK Public Sector - spanning Central Government and Transport. You'll help government departments and transport organisations harness the power of AI to transform how they operate and deliver services for citizens.

This is a rare opportunity to shape the AI go-to-market strategy across some of the UK's most strategically important institutions. You'll own the commercial vision for AWS AI services across these segments, working at the intersection of enterprise sales, emerging technology, and public sector transformation.

- Lead complex, high-value AI sales engagements across Central Government departments and Transport bodies
- Develop and execute the GTM strategy for AWS AI services including Amazon Bedrock, Kiro, and Quick Suite
- Work with senior government and transport leaders to position AWS as the AI platform of choice for transforming public services at scale
- Operate with genuine autonomy to shape strategy, build pipeline, and close deals that matter

Key job responsibilities
- Drive revenue growth by leading multi-stakeholder sales engagements from opportunity identification through to close across Central Government departments, executive agencies, arms-length bodies, and transport organisations (rail, airports and ports)
- Develop and execute a go-to-market plan for AWS native AI services across Central Government and Transport accounts - identifying the highest-value use cases in areas such as citizen services, national security, border management, infrastructure planning, transport operations, fraud detection, and policy delivery
- Apply value-based selling to articulate the impact of AI adoption - connecting technology to citizen outcomes, operational efficiency, national resilience, and value for money
- Compete effectively in a contested market, differentiating AWS AI against alternative platforms with commercially creative deal structures that work within public sector procurement constraints (G-Cloud, GCA frameworks, departmental spending controls)
- Build and maintain a qualified pipeline, forecast accurately, and report on domain performance including win rates, partner attach, and strategic account progress
- Engage key partners - government technology ISVs, transport solution providers, systems integrators, and specialist AI companies - to build an ecosystem that accelerates adoption
- Feed market insight back to AWS product and specialist teams to influence roadmap priorities around data governance, security classification, interoperability, and regulatory compliance
- Collaborate with account teams to bring the right expertise to every customer engagement

A day in the life
You might start the morning preparing for a strategy session with a major government department exploring how AI could transform policy delivery and citizen services, then jump to a call with a transport body's digital lead on using AI to optimise national infrastructure. Afternoons could see you building a proof-of-concept proposal with your Solutions Architect for an executive agency, or shaping a deal structure that navigates Government Commercial Agency frameworks and departmental spending controls. You'll regularly connect with account teams, partners, and AWS product teams - translating frontline insight into action. Your customers range from Director Generals and Chief Digital Officers in Whitehall to CIOs at national transport organisations and technology leads across arms-length bodies.

About the team
You'll join the AWS UK Public Sector Specialist Sales team - domain experts who combine commercial rigour with genuine mission orientation. We value autonomy, curiosity, and impact: specialists here own their strategies and operate independently, backed by world-class technical support and one of the most innovative platforms on the planet. The UK public sector AI landscape - across central government departments, arms length bodies and transport organisations - is fast-moving and high-impact. If you want to shape how AI transforms public services at national scale, this is the team.