We are seeking a go-to-market (GTM) specialist to own the enablement and sales acceleration strategy for AWS's Open Data for AI portfolio, specifically Project Avalanche (Apache Iceberg on AWS), Amazon SageMaker Unified Studio (Context), This role sits within the Data Sales Acceleration Team in the AWS WWSO Data and AI Foundations organization and is responsible for accelerating how AWS sales and technical teams position, sell, and deliver open data formats as the foundation for AI workloads.
The ideal candidate will develop and execute GTM programs that help the field understand the customer journey from legacy data lakes to open table formats (Iceberg) and unified analytics environments (SageMaker Unified Studio), positioning these services as critical infrastructure for AI/ML workloads. You will own worldwide programs and time-bound initiatives that help AWS sellers create and progress sales opportunities, design and deliver enablement content, and collaborate with Product Marketing, SA teams, and partner organizations to scale the Avalanche motion globally.
The ideal candidate will possess a proven track record in program management, business development, or pre-sales functions with domain knowledge of data lakes, open table formats, analytics, and agentic AI. They should have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally to build consensus. This candidate must communicate clearly through Amazon business narratives, weekly status updates, and data-driven reporting using Quick to unlock business insights for leaders.
Key job responsibilities
• Design, manage, and optimize sales plays and programs: set goals, establish timelines, develop RACI matrices, manage campaign codes and SFDC service mappings, and continuously track pipeline influence, win rates, and deal velocity to inform iteration
• Own Sales play execution for the Open Data for AI portfolio (Project Avalanche/Iceberg, SageMaker Unified Studio, Context): define plays in Alchemy, create HighSpot pages with value propositions and discovery questions, publish to Sales Velocity Dashboard with complete metadata, push to Autonomous Prospecting, and track performance (Created ARR, win rate, deal velocity, launched ARR) across all AWS geographies
• Develop and deliver internal and external enablement (virtual webinars, in-person roadshows, hands-on workshops, regional customer events via BOOST): analyze revenue and sentiment metrics to prioritize topics, build propensity-based target lists, execute multi-channel promotion, track 30-day (internal) and 6-month (external) pipeline influence via Zoom-to-SFDC matching, and feed the prescriptive scorecard
• Collaborate with Avalanche GTM, SA organizations, and field specialists to position open table formats (Iceberg) as the data foundation for AI, disseminate competitive differentiation and customer proof points for the portfolio to field sellers and the AWS Partner Network
• Report program status and strategic recommendations to senior leadership through Amazon business narratives and MBR documents, including pipeline metrics, scorecard verdicts, and resource allocation guidance
• Design and deploy AI-powered productivity tools (Amazon Quick Desktop skills, Q Apps, Q Agents) to automate operational workflows across the team
A day in the life
The mission of the Data Sales Acceleration Team is to create and leverage mechanisms that increase the velocity of data and analytics sales from top-of-funnel lead generation to launching and scaling customers' data and analytics productions. As the Open Data for AI GTM Specialist, you will spend your time designing enablement programs that teach sellers to position Iceberg migrations, collaborating with the Avalanche GTM specialists' team on new launches, analyzing pipeline and attach metrics to identify coverage gaps, and running global enablement sessions. You will work across time zones with AWS employees from sales, solutions architecture, product marketing, and partner organizations.
About the team
The Data Sales Acceleration team drives GTM enablement and sales play execution for Database, Analytics, and Data Foundations for AI across seven workstreams: Program Management, Sales Play Execution, Internal Enablement, External Enablement, Content/HighSpot Management, Newsletters & Comms, and Productivity & AI Agents. Operating through a domain-mapped model integrated with Banjot Chanana's Data organization, the team builds scalable mechanisms the worldwide field self-serves, measures impact through closed-loop pipeline attribution, and prioritizes what to enable next based on revenue and sentiment signals.
BASIC QUALIFICATIONS
- 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- 5+ years of working with Data & AI related technologies, including, but not limited to, AI/ML (Artificial Intelligence/Machine Learning), GenAI (Generative AI), Analytics, Database, and/or Storage experience
- Bachelor's degree
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience managing programs across cross functional teams, building processes and coordinating release schedules
- Experience explaining complex technical concepts to various business and technical audiences
- Experience presenting to both technical and non-technical executive audiences
PREFERRED QUALIFICATIONS
- Experience interpreting data and making business recommendations across leadership and cross-functional teams
- Experience using analytical tools for workforce metrics and reporting
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, Irvine - 147,900.00 - 200,100.00 USD annually
USA, CA, San Diego - 147,900.00 - 200,100.00 USD annually
USA, CA, San Francisco - 162,700.00 - 220,200.00 USD annually
USA, CA, Santa Clara - 162,700.00 - 220,200.00 USD annually
USA, IL, Chicago - 147,900.00 - 200,100.00 USD annually
USA, TX, Austin - 147,900.00 - 200,100.00 USD annually
USA, TX, Dallas - 147,900.00 - 200,100.00 USD annually
USA, VA, Arlington - 147,900.00 - 200,100.00 USD annually
USA, WA, Seattle - 147,900.00 - 200,100.00 USD annually
