Head of AI & Specialist Sales, Public Sector (UK, Germany and International Orgs)

Overview

In this role you will lead the AI and Specialist Sales team for UKGI, driving the most complex AI, Emerging Tech, and specialist opportunities in the public sector. You will shape the specialist selling motion, set the GTM strategy, and drive cross-vertical depth and market-wide plays. You will balance hands-on involvement in high-impact deals with coaching a high-performing team to scale the specialist approach. The role combines strategic leadership with field execution to accelerate the sales cycle and influence product roadmaps. This is a chance to impact public sector outcomes through depth, scale, and cross-functional collaboration.

Responsibilities

• Lead and develop an established team of specialist sellers, build pipeline, measure success, and close complex strategic deals.
• Personally engage on the highest-value UKGI opportunities, bringing cross-vertical depth to multi-party pursuits.
• Support account teams to design whole-of-market initiatives, scaling a proven specialist motion across segments.
• Define the go-to-market strategy for specialist AI selling in UKGI, including qualification, shaping, and winning opportunities.
• Set clear goals and quotas, manage the sales cycle with strong pipeline hygiene, and allocate resources accordingly.
• Partner with UKGI sales leadership and worldwide specialist organizations to accelerate the full sales motion.
• Represent the voice of the customer to AWS product and service teams, informing AI and emerging-technology roadmaps.
• Coach and develop top-tier specialist selling talent, sustaining a high-ambition team brand.

Key requirements

• Experience in technology-related sales, business development, or sales engineering/consulting
• Track record of exceeding sales goals
• CRM proficiency and senior-level (C-suite) customer engagement
• Experience in sales team management
• Extensive sales and sales management in cloud, AI/ML, data, or enterprise software with a track record leading specialist or new-market selling teams
• Preferred: leadership/coaching experience; executive stakeholder management; opportunity development, negotiation, and closure; matrixed environment experience; selling AI/ML solutions

• leadership and people development
• executive stakeholder management
• strategic thinking and market insight
• cloud, AI/ML, data or enterprise software sales
• emerging technologies (Quantum, HPC) familiarity
• experience with Migrations and other specialist domains

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