We’re looking for an accomplished industry leader to lead the Agentic Transformation and Solution Adoption initiative on the AWS Telco IBU team. The Agentic Transformation team focuses on defining and driving the Agentic value realization for AWS Telco customers—leveraging AI-powered autonomous agents to transform how Telecom Service Providers operate the business and their network/s, how do they innovate to delivery better customer experience and richer products/services, and how do the optimize their service delivery. AWS Telco IBU Go to Market and Solutions team has the mandate of working with all Telco Service Providers globally and transforming all aspects of their business using AWS Cloud, Amazon Bedrock, Amazon Agent Core, and other AWS Gen AI services solutions.
The successful candidate will lead the end-to-end agentic transformation strategy: developing agentic solutions from a technical perspective, driving customer adoption through direct engagement, building a thriving partner ecosystem, enabling field sales teams, and ensuring key deals are on track in partnership with GTM and field sales organizations. Another key responsibility for this role will be to manage strategic opportunity pursuit lifecycle for large transformation deals for customers globally. This role combines deep technical acumen and sales development leadership to accelerate the adoption of agentic AI across the global telecom industry.

Key job responsibilities
Agentic Value Realization
• Lead the Agentic Value Realization initiative end-to-end, defining the vision, strategy, and roadmap for deploying AI-powered autonomous agents across Telecom Service Provider operations.
• Form a strategy that gets to the core of what customers value from agentic solutions, set priorities that move the initiative forward, and exert influence to align diverse internal and external stakeholders.
• Drive the Solution roadmap with AWS Customer Solutions Engineering, Product Management and Engineering teams to ensure agentic capabilities meet telecom industry requirements.
• Serve as the thought leader and evangelist for the Agentic Universe concept within AWS and across the industry.
Technical Solution Development
• Develop and architect agentic solutions from a technical perspective, leveraging Amazon Bedrock, AWS Gen AI services, and AWS infrastructure to build scalable, production-ready autonomous agent frameworks for telecom use cases.
• Guide a team of Solution Architects and technical contributors responsible for creating and validating agentic solutions that address telecom-specific requirements (e.g., network operations, customer experience, service assurance).
• Stay at the forefront of agentic AI, foundation models, and autonomous systems research to continuously evolve the technical offering.
Customer Adoption & AWS Field/Customer Engagement
• Drive customer adoption of the agentic transformation initiative by directly engaging with Telecom Service Providers globally, understanding their business challenges, and demonstrating the value of agentic solutions.
• Build and maintain executive-level relationships with customer C-suite and technology leaders, positioning AWS as the strategic partner for agentic AI transformation.
• Understanding the different domains and Line of Business Solutions for Telco industry, and the ability to track the progress of market making and scaling solutions across different geos.
• Ability to influence the field teams and build strong relationships with sole focus to enable business acceleration.
• Lead customer workshops, proof-of-concept engagements, and pilots to validate agentic solutions and accelerate production deployment.
• Create compelling business cases and ROI frameworks that articulate the transformative impact of agentic AI for telecom operations.
Partner Ecosystem Development
• Develop and scale the partner ecosystem for the agentic initiative, working with ISVs, SIs, and technology solution providers to create repeatable, scalable industry solutions.
• Engage technology solution providers’ field sales organizations, channels, and end customers to create and drive revenue opportunities for AWS agentic solutions.
• Establish strategic partnerships and co-development agreements that expand the reach and capabilities of the Agentic Universe platform.
• Create and execute joint go-to-market strategies with key partners, including joint value propositions, marketing initiatives, and sales motions.
Field Enablement
• Design and deliver comprehensive field enablement programs that equip AWS sales teams, solution architects, and partner teams to effectively position and sell agentic solutions.
• Develop training materials, sales playbooks, competitive positioning guides, and technical enablement content for the agentic portfolio.
• Conduct regular enablement sessions, workshops, and knowledge-sharing forums to build agentic AI expertise across the field organization.
• Create and maintain a library of customer success stories, reference architectures, and demo environments to support field engagement.
Key Deal Management & GTM Execution
• Drive key deals and strategic engagements by working closely with the GTM team and field sales teams to ensure opportunities are identified, progressed, and closed effectively.
• Set and manage revenue targets and work with partners and AWS sales organizations to achieve and exceed goals.
• Ensure that there is a strategic business development plan for target markets aligned with AWS strategic direction, including detailed account plans to track progress and goal achievement.
• Create and execute operational rigor including territory management, account management, segment plans, and business reviews (internal/external).
• Prepare and deliver business reviews to senior management, managing complex negotiations and serving as a liaison across cross-functional teams.
• Manage complex contract negotiations and serve as a liaison to legal, finance, and compliance teams as needed.

A day in the life
Your typical day could include defining the next evolution of the Agentic Universe platform with engineering teams, presenting the agentic transformation vision to a CSP’s C-suite, reviewing proof-of-concept results with a customer’s technology team, conducting a field enablement workshop for regional sales teams, aligning with partner ISVs on joint solution development, reviewing key deal progress with GTM leadership, preparing thought leadership content for an industry conference, or designing new go-to-market channels to accelerate agentic solution adoption across the telecom industry.

About the team
Telco Global go to market and solution (GTMS) team has a broad mix of experience in terms of levels and tenures, and we’re building an environment that celebrates collaboration, delivering relentlessly for our customers, and intellectual honesty. Team members enjoy one-on-one mentoring and are provided thoughtful and growth-oriented feedback. We care about your career progression and strive to understand right away what you want to learn in this role and how it feeds into your broader professional goals. We’ll work with you to ensure you spend your days on projects that matter and enable you to take on more complex tasks in the future.
Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have ten employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. We have innovative benefit offerings, and we host annual and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (diversity) conferences. Amazon’s culture of inclusion is reinforced within our 16 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust. Our team also puts a high value on work-life balance. Striking a healthy balance between your personal and professional life is crucial to your happiness and success here, which is why we aren’t focused on how many hours you spend at work or online. Instead, we’re happy to offer a flexible schedule so you can have a more productive and well-balanced life—both in and outside of work.

Basic qualifications

• 10+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• Experience working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage
• Experience solving problems with technology in the Telecommunications industry
• Understanding the different domains and Line of Business Solutions for Telco industry, and the ability to track the progress of market making and scaling solutions across different geos.
• Proven ability to lead cross-functional teams and enter new market segments with innovative offerings. Ability to influence the field teams and build strong relationships with sole focus to enable business acceleration.

Preferred qualifications

• MBA and/or a Master’s degree in a technical discipline (AI/ML, Computer Science, Data Science) will be preferred.
• Deep expertise in agentic AI frameworks, multi-agent systems, foundation models, and autonomous automation platforms.
• Experience with Amazon Bedrock, AWS Gen AI services, or equivalent cloud-based AI/ML platforms.
• Prior experience in the Telecom industry, including understanding of network operations, service assurance, and customer experience transformation.
• Track record of building and scaling partner ecosystems (ISVs, SIs, technology providers) for new technology initiatives.
• Experience defining and executing go-to-market strategies for emerging technology categories.
• Knowledge of topics around 5G, network automation, intent-based networking, and telecom operations transformation.
• Strong writing and oral presentation skills with experience leading executive-level reviews and industry keynotes.
• Negotiating with external partners and suppliers to drive product creation and commercial relationships excites you

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

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The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, CA, Mountain View - 193,700.00 - 262,000.00 USD annually