Director, AWS Cloud Go-To-Market Job Listing at AMD in Seattle, WA (Job ID 97104-en-us)

Description

ADVANCE YOUR CAREER. ADVANCE THE WORLD. 

At AMD, we believe technology has the power to solve the world's most important challenges. From advancing healthcare and scientific discovery to powering AI and the technologies people rely on every day, innovation at AMD is shaping the future. 

Whether you're designing next-gen processors, enabling AI breakthroughs, or bringing leading edge products to market, every role at AMD contributes to something bigger — technology that moves the world forward. Join us and, together, we'll advance your career.

THE ROLE:

AMD's position at AWS has reached an inflection point. EPYC is designed into a broad and growing set of AWS instances and services, and the next phase of value creation is no longer won at the platform decision alone. It is won in the quarters afterward, when AWS sellers, partners, and end customers choose AMD-based instances and services at scale.

This role exists to close that gap. In the near term, the Director, AWS Cloud Go-To-Market will be accountable for the core first-party sell-in mission, winning AMD EPYC platform decisions within AWS, while increasingly leading the global go-to-market strategy that converts those wins into consumption and revenue. Go-to-market is an integral part of this role, not a handoff to another team.

The mandate spans first-party sell-in for AWS-branded EC2 instances and AMD-powered AWS services, first-party sell-out and consumption growth, and an expanding focus on third-party sell-out through AWS Marketplace, ISVs, GSIs, and partner-delivered solutions.

Reporting to the Corporate Vice President of Sales within AMD's Data Center Sales organization, this highly visible, revenue-accountable leadership position will lead a small global team of sell-out and go-to-market managers, along with an extended virtual team, to accelerate AMD's growth across the AWS ecosystem.

How Success is Measured:

This role carries a revenue-based target and a set of Key Strategic Objectives (KSOs). Platform wins are necessary but not sufficient. The ultimate measure of success is the revenue and consumption that follow them.

• AMD-based revenue and consumption growth at AWS across first-party instances, third-party/Marketplace offerings, and AMD-powered AWS services.
• Quarterly and annual commitments, including forecast accuracy and delivery against the Annual Operating Plan (AOP).
• Design-in and platform adoption milestones across next-generation AWS infrastructure programs.
• Breadth of adoption, including the number of AWS service teams, regions, and lighthouse customers running on AMD.
• Pipeline created and converted through AWS co-sell and Marketplace motions.
• Investment effectiveness, including measurable returns on co-marketing and enablement spending.
• Team and operating model scalability, including the ability to make successful account strategies repeatable beyond any single individual.

THE PERSON:

You are a revenue-focused, technically credible, and commercially driven leader who understands how to translate platform wins into sustained customer adoption and business growth.

• Revenue-First Operator: You organize your work around revenue outcomes, not activity, and are comfortable being held accountable for results in a complex, multi-route-to-market strategic account.
• Technical and Commercial Credibility: You can hold substantive conversations with AWS engineering and architecture teams about server CPUs, system architecture, and hyperscale platform requirements, then transition seamlessly to commercial negotiations with sales and procurement leadership.
• GTM Builder: You have developed demand-generation and co-sell programs that can be scaled and executed by others, rather than relying solely on relationships or deals you personally manage.
• Enterprise Orchestrator: You lead large virtual teams through influence in highly matrixed environments and understand how to deploy resources effectively to achieve shared business objectives.
• Executive Presence and Integrity: You bring an open communication style, sound business judgment, and a commitment to transparency and trusted relationships with internal and external stakeholders.
• Global Leadership: You are comfortable operating across diverse geographies and cultures and building collaborative, high-performing global teams.
• People Leadership: You have demonstrated the ability to hire, motivate, mentor, and retain strong commercial talent.
• Drive to Win: You combine a strong competitive mindset with long-term strategic vision and the patience required to navigate complex, multi-year platform adoption cycles.

KEY RESPONSIBILITIES:

First-Party Sell-In | AWS Platform and Silicon Adoption

• Own the AWS sell-in strategy for AMD EPYC CPUs, driving design-ins across next-generation AWS infrastructure platforms and AMD-based instance adoption across AWS service teams.
• Lead technical and commercial discovery with AWS engineering, architecture, infrastructure, procurement, and finance teams, understanding platform requirements, workload characteristics, performance targets, and supply constraints.
• Build compelling business cases around performance, scalability, power efficiency, and total cost of ownership, translating AMD's technical differentiation into actionable decisions for AWS leadership.
• Drive platform evaluation programs, including benchmarks, proofs of concept, technical validation, and design-in recommendations, in partnership with AMD silicon, platform, software, and product teams.
• Advance opportunities from exploration through validation, design-in, launch, adoption, and expansion, removing friction across organizational boundaries and maintaining accountability for outcomes beyond the initial platform decision.

Global Sell-Out and Go-To-Market | First-Party, Third-Party, and Services

• Define and execute the worldwide sell-out strategy for AMD-based AWS offerings, including first-party instances and services, AWS Marketplace and ISV-delivered solutions, and partner/GSI motions.
• Engage, enable, and influence AWS sales teams, including sellers, Solutions Architects, specialist teams, and partner organizations, to increase AMD consideration and adoption, accelerate revenue growth, and drive market-share gains.
• Build and scale a global pipeline of customers consuming AMD-based AWS services, with an emphasis on net-new workloads, migration, modernization, AI, data, and industry solutions.
• Execute co-sell motions that align AMD, AWS, and customer priorities, connecting AMD field and account teams with AWS sellers and Solutions Architects while activating lighthouse customers.
• Establish AWS Marketplace as a preferred route to market for AMD-aligned ISV solutions, driving the partner enablement and certification needed to make these motions repeatable.
• Create sustainable GTM mechanisms, including sales plays, decision frameworks, enablement content, incentive and investment programs, and operating cadences that make it easier for AWS teams and customers to choose, deploy, and optimize AMD-based solutions.
• Own co-marketing and investment effectiveness, managing a multi-million-dollar global budget with clear hypotheses, guardrails, and success measures tied to adoption, business impact, and repeatability.

Leadership and Cross-Functional Orchestration

• Hire, lead, and develop a small global team of AWS sell-out and GTM managers, scaling proven account strategies into new regions and AWS service areas as the business evolves.
• Expand executive relationships across AWS service product management, engineering, sales leadership, and partner organizations, establishing quarterly business reviews with clear joint commitments.
• Lead joint business planning that establishes measurable goals for revenue, pipeline, certifications, enablement, and customer outcomes.
• Partner with AMD Business Units to ensure roadmap alignment, supply readiness, and the operational requirements necessary for efficient transactions with AWS.

Business Insights, Forecasting, and Operational Excellence

• Maintain disciplined pipeline management, forecasting, and business reviews, reconciling reported metrics against customer evidence and taking action when results diverge from expectations.
• Translate customer and market insights into action, including account strategies, solution plays, roadmap recommendations, and field execution mechanisms, ensuring feedback reaches the appropriate AMD teams.
• Provide competitive intelligence on Arm-based and x86 alternatives within AWS, identifying emerging opportunities associated with AI-driven infrastructure requirements and next-generation compute architectures.
• Analyze wins and losses with discipline, leveraging modern analytical and AI-enabled tools to strengthen business case development, territory analysis, and operational efficiency.

PREFERRED EXPERIENCE:

• Demonstrated success in sales, business development, or go-to-market leadership within semiconductors, cloud infrastructure, or enterprise technology, including experience leading and developing teams.
• Direct experience working with AWS or another hyperscale cloud provider, ideally spanning both platform/sell-in relationships and field or partner go-to-market organizations.
• Proven ownership of sell-through, sell-out, co-sell, or consumption-based revenue growth with a large strategic partner.
• Strong technical foundation in server CPUs, system architecture, performance analysis, and/or custom silicon.
• Experience developing performance, power efficiency, and total cost of ownership business cases to support technical and commercial decisions.
• Familiarity with cloud marketplaces, ISV and GSI partner ecosystems, co-sell programs, and partner incentive structures.
• Understanding of emerging cloud infrastructure requirements, including AI workloads and next-generation compute platforms.
• Track record of managing co-marketing or development funds with measurable business returns.
• Exceptional communication, analytical, executive engagement, and cross-functional collaboration skills.

ACADEMIC CREDENTIALS:

Bachelor's degree in Electrical Engineering, Computer Engineering, Computer Science, Business, or a related discipline, or equivalent practical experience. Advanced degree preferred.

LOCATION:

Seattle, Washington (AWS-proximate). Hybrid work arrangement.

Travel: 40–50%, including regular on-site engagement at AWS locations and global customer travel.

This role is not eligible for visa sponsorship.

#LI-KH1

Benefits offered are described:  AMD benefits at a glance.

AMD does not accept unsolicited resumes from headhunters, recruitment agencies, or fee-based recruitment services. AMD and its subsidiaries are equal opportunity, inclusive employers and will consider all applicants without regard to age, ancestry, color, marital status, medical condition, mental or physical disability, national origin, race, religion, political and/or third-party affiliation, sex, pregnancy, sexual orientation, gender identity, military or veteran status, or any other characteristic protected by law.   We encourage applications from all qualified candidates and will accommodate applicants' needs under the respective laws throughout all stages of the recruitment and selection process.

AMD may use Artificial Intelligence to help screen, assess or select applicants for this position.  AMD's “Responsible AI Policy” is available here.

This posting is for an existing vacancy.