Amazon Web Services (AWS)
Principal AI Sales Specialist - UK Central Government & Transport, UK Public Sector
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Principal AI Sales Specialist - UK Central Government & Transport, UK Public Sector
Principal AI Sales Specialist (UK Public Sector)
Location: UK Team: AWS UK Public Sector Specialist Sales
About the Role
We are looking for a Principal AI Sales Specialist to lead the adoption of AI across the UK Public Sector, including Central Government and Transport organisations.
This is a unique opportunity to shape the AI go-to-market (GTM) strategy for some of the UK’s most strategically important institutions. You will own the commercial vision for AWS AI services across public sector and transport domains, operating at the intersection of enterprise sales, emerging technology, and digital transformation.
Key Responsibilities
- Lead complex, high-value AI sales engagements across Central Government departments and Transport bodies such as rail, airports, and ports
- Develop and execute a GTM strategy for AWS AI services including Amazon Bedrock, Kairo, and QuickSight (may omit revoked service "Kiro")
- Collaborate with senior government and transport leaders to position AWS as the AI platform of choice for transforming public services at scale
- Shape strategy through autonomy, build commercial pipelines, and close impactful deals
Core Accountabilities
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Drive revenue growth by leading multi-stakeholder sales cycles across:
- Central Government departments
- Executive agencies
- Arm’s-length bodies
- Transport organisations (rail, airports, ports)
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Craft a GTM plan for WBS AI services, identifying transformative use cases in areas such as:
- Citizen services, national security, border management
- Infrastructure planning, transport operations, fraud detection
- Policy delivery and operational efficiency initiatives
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Apply value-based selling to articulate AI’s impact:
- Align tech outcomes with citizen benefits, national resilience, and cost efficiency
- Compete against alternative platforms in a highly regulated procurement environment (e.g. G-Cloud, GCA frameworks)
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Pipeline management:
- Maintain and nurture a high-quality pipeline
- Forecast with accuracy, tracking win rates, partner attachments, and strategic account progress
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Expand the ecosystem by engaging with:
- Public sector tech ISVs and solution providers
- Systems integrators and specialist AI firms
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Influence AWS product strategy with insights on:
- Data governance, security classification, and regulatory compliance
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Collaborate with account teams to deliver a seamless, outcome-focused engagement for customers.
A Typical Day
- Early morning: Strategize with a central government department on AI’s potential to transform policy delivery or citizen-facing services
- Midday: Discuss AI-driven transport optimisation with a rail or airport digital lead
- Afternoon: Build proof-of-concept proposals with Solutions Architects (or fix technical implications) for an executive agency
- Wrap-up: Refine a deal structure compliant with Government Commercial Agency (GCA) guidelines
Requirements
Basic Qualifications
- Demonstrated ability to design and execute detailed GTM plans
- Extensive stakeholder management experience, including convincing executives (directors/chiefs/nationally significant leaders)
- Proven track record in:
- Enterprise or public sector technology sales
- Securing high-value complex deals
- Strong commercial acumen with expertise in:
- Structuring deals
- Navigating public sector procurement (GCS, GCSL, commercial frameworks)
- Building winning business cases
- Speciality in value-based and competitive sales within high-stakes tech environments
- Curiosity-driven learning with the ability to master emerging AI/ML technologies
- Passion for AI and its potential to transform industries
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Preferred Qualifications
(Not exhaustive, yet highly desired experience includes):
- Familiarity with the UK Public Sector sales landscape, including arms-length bodies
- Experience selling AI/ML solutions with enterprise agreements or complex public sector deals
- Working knowledge of AWS AI services, e.g.: Amazon Bedrock, SageMaker, RDS + analytics solutions
- Experience within a public sector sales team or thrived alongside a specialist sales function
- Comfort with public sector regulations and data classification protocols
Company Note
AWS EMEA SARL collaborates across markets to provide support and services to public sector clients.
Amazon believes diversity fosters impactful innovation by ensuring different ideas are heard. Our recruitment decisions are made on your experience, skill-set, and contributions, regardless of protected status (veteran status, disability, etc).
Priviacy and security of applicant data matter. Our privacy commitment is available here (consult for details).
Note for candidates if needing workplace accommodations: Access additional support resources here.
What You’re Joining: A dedicated team of AWS UK Public Sector specialists who blend commercial agility with deep mission alignment. Your traction is matched by rare owner-ship over GTM strategies—supported by AWS thought-leadership, state-of-the-art technology, and a visionary public-sector AI roadmap. Ready to shape how AI benefits British national infrastructure and services?
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