Are you a customer-obsessed builder with a passion for helping enterprise customers unlock the core systems that run their businesses? Do you have the business acumen, enterprise modernization background, and sales skills needed to position AWS as the platform of choice for agentic enterprise transformation? Do you love building strategic, data-driven businesses at the intersection of AI and legacy core modernization? Join the Worldwide Specialist Organization (WWSO) GTM team as a Principal GTM Specialist.

Within WWSO, this position leads GTM strategy for AWS Transform and agentic enterprise modernization, focused on Financial Services. You will define the worldwide GTM framework for this segment, set the partner commercial model, and align cross-functional teams (SA, ProServ, Partner, Service teams) to a unified revenue plan. You will own the motion that extracts and reimagines the business logic locked inside legacy cores, mainframe, mid-range, and adjacent systems, and rebuilds it as cloud-native, AI-ready architecture that unlocks Bedrock and AgentCore at enterprise scale. You will build sales plays that engage Line-of-Business and CFO buyers around business outcomes, claims cycle time, fraud response, settlement speed, rather than platform migrations. You will leverage our partner network of Global Systems Integrators, Nimble SIs, and ISV-to-Delivery partners to deliver production outcomes at speed, not multi-year programs. You will provide critical feedback from customers to inform the AWS Transform product roadmap and partner strategy.

In emerging areas, agentic AI in regulated industries, core banking decomposition, claims modernization, benefits and case management, you play a critical role as the "first in" team to build the market. When a customer needs to reinvent a business function that runs on legacy core systems, they count on us to innovate with them, compose the right partner and capability stack, and deliver production outcomes at the speed the business actually requires.

Key job responsibilities
• Own the worldwide GTM strategy and execution for AWS Transform and Agentic Enterprise Modernization, across verticals. Define the partner commercial model, sales plays, and cross-functional operating rhythm across Sales, Partners, SA, ProServe, and Marketing.
• Build GTM motions that position modernization as a business outcome, engaging CFO, COO, and Line-of-Business buyers around claims cycle time, fraud response, settlement speed, etc.. rather than infrastructure migration. Move the conversation from IT modernization to LoB transformation.
• Connect legacy core extraction across mainframe, mid-range, and adjacent estates to Bedrock and AgentCore adoption, giving customers a defined path from locked business logic to AI-ready, autonomous operations.
• Lead cross-functional initiatives to open emerging segments, core banking decomposition, claims modernization, benefits and case management, agentic AI in regulated industries, as the "first in" team building new markets for AWS Transform.
• Translate and bring customer signals and field intelligence back to AWS Transform service teams and Worldwide leadership to shape the product roadmap and partner investment strategy.
• Own revenue, pipeline, and referenceable-outcome targets. Deliver monthly business reviews with data-driven insights on pipeline health, partner contribution, and deal velocity.

BASIC QUALIFICATIONS

- 6+ years of developing, negotiating and executing business agreements experience

- 6+ years of Go-To-Market, Business Development, Sales, or Consulting experience

- 6+ years of working with Enterprise Application Modernization and Migration technologies, including, but not limited to, Mainframe, Serverless, Containers, or Cloud Operations experience

PREFERRED QUALIFICATIONS

- Experience developing strategies that influence leadership decisions at the organizational level

- Experience developing, leading, negotiating and executing corporate and/or business transactions

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, NY, New York - 162,700.00 - 220,200.00 USD annually

USA, WA, Seattle - 147,900.00 - 200,100.00 USD annually