Principal GTM Specialist, Physical AI

- Experience working with Advanced Compute technologies including, but not limited to: Accelerated Compute, High Performance Compute, Visual/Spatial Compute, and/or IoT.
- Experience working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience in Go-To-Market, Business Development, Sales, or Consulting with a focus on industrial technology, robotics, or AI/ML
- Demonstrated domain proficiency in Physical AI (robotics, autonomous systems, simulation, digital twins, or industrial AI) with the ability to credibly engage technical and business audiences - Experience selling to or advising Fortune 1000 or Global 2000 manufacturing, automotive, or industrial organisations
- Background that blends technical depth with commercial ownership (pipeline, revenue, GTM planning) across multiple European markets
- Understanding of European regulatory frameworks relevant to industrial AI and autonomous systems

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Are you a seasoned go-to-market leader with deep expertise in Physical AI and a track record of activating regional businesses in ambiguous, fast-moving domains? Do you combine domain proficiency in autonomous systems, robotics, simulation, and industrial AI with the business acumen to land transformation programs tied to real customer outcomes? Do you thrive where the operating model, stakeholders, and approach are all yours to define? Join the WWSO Physical AI team to lead the EMEA go-to-market motion for one of AWS's most strategic emerging categories.

What We're Looking For
- Deep domain proficiency in Physical AI: robotics, autonomous systems, simulation, digital twins, edge intelligence, or industrial automation.
- Demonstrated ability to land industrial transformation programs in enterprise customers - translating technology capability into business outcomes by use case.
- A blend of technical depth and commercial savvy - equally comfortable whiteboarding a robotics architecture and presenting an AI strategy to a C-suite.
- Experience building and executing GTM strategies at scale, with a track record of defining the approach rather than inheriting it.
- Track record of operating as a thought leader and trusted advisor to senior customer and partner stakeholders across European markets.
- Ability to thrive in a high-ambiguity environment and shape direction without waiting for permission.
- Data-driven approach to prioritization - using pipeline data, propensity signals, and market intelligence to focus effort where it matters most.
- Strong written and verbal communication - able to author SLT-level narratives, regional strategy documents, and customer-facing positioning with equal fluency.

The Worldwide Specialist Organization (WWSO) is part of AWS Sales, Marketing, and Global Services (SMGS). We work backwards from our customers' most complex and business-critical problems to build and execute go-to-market plans that turn AWS ideas into multi-billion-dollar businesses. WWSO teams include business development, specialist solutions architecture, and go-to-market.

This is a Principal-level Physical AI GTM Specialist role and the first dedicated regional role for this category in EMEA owning regional activation - translating global constructs into a European go-to-market motion spanning robotics, autonomous systems, simulation, digital twins, and edge intelligence. You will define the regional strategy, operationalize the V-team construct across EMEA field resources, activate strategic partner ecosystems, and drive pipeline and revenue across Europe's most advanced industrial economies.

Key job responsibilities
- Own the EMEA Physical AI GTM strategy: define the regional narrative, identify high-impact use-case patterns, and drive enterprise adoption of AWS Physical AI solutions across manufacturing, automotive, HCLS, robotics, defense, and energy verticals.
- Operationalize the V-team in EMEA: coordinate field resources (SAs, AMs, BDs, partner teams) into a self-sustaining pipeline engine with clear ownership and governance mechanisms.
- Land Physical AI in enterprises: develop account-level strategies for priority customers, map industrial priorities to Physical AI use cases, and guide customers from proof-of-concept to production at scale.
- Operate at CxO/VP and practitioner level: engage senior leaders on Physical AI strategy while working with engineering teams on technical solution design.
- Activate strategic partner ecosystems: drive executive-level partner relationships with ISVs and SIs, enabling co-sell constructs and complex deal structures at the regional level.
- Thought leadership: create packaged deliverables and field enablement that raises the bar across the region. Represent AWS credibly at major European industry events.
- Be the voice of EMEA customers to Product: synthesise regional requirements, competitive signals, and adoption blockers into actionable feedback that shapes AWS Physical AI service roadmaps.
- Drive cross-functional alignment: coordinate across Specialist, Field, Partner, and Marketing teams. Own EMEA OP contributions and regional strategy documents that feed into the worldwide plan.

About the team
The WWSO Physical AI team positions AWS as the best place to build, train, and deploy intelligent systems that perceive, reason about, and act in the physical world. We help customers deploy autonomous systems, robotics, simulation, digital twins, and industrial AI workloads on AWS. Our customers include some of the world's most advanced manufacturers, automotive companies, logistics providers, and industrial innovators. You will join a team of passionate builders who combine deep industrial domain expertise with commercial acumen - moving fast, experimenting boldly, and holding ourselves to the highest standards.