Enterprise infrastructure is at an inflection point. Organizations running legacy on-premises environments - including millions of VMware workloads - are rethinking their infrastructure strategy as economics shift, licensing models change, and cloud-native architectures become the standard for agility, security, and innovation. AWS is uniquely positioned to help customers navigate this transformation - whether they are migrating virtual machines to Amazon EC2, adopting Amazon Elastic VMware Service (EVS), modernizing to containers, or pursuing complete data center exits powered by AI-driven assessment and automation tools like AWS Transform.
AWS serves millions of customers in more than 190 countries, reshaping the way global enterprises accelerate business capabilities and powering the next generation of industry leaders. As enterprises confront rising infrastructure costs, vendor lock-in, and the imperative to modernize for AI readiness, the opportunity to redefine how the world builds and runs its foundational infrastructure has never been greater.
AWS is seeking a Worldwide (WW) GTM Specialist to drive the next chapter of growth for Infrastructure Migration and Modernization (IMM). You will shape the strategy for how AWS brings migration and modernization solutions to market - defining the vision, building compelling customer and GTM/sales strategies, and orchestrating programs that accelerate customer adoption at scale. You'll be charting new territory: helping customers move from legacy infrastructure to cloud-native environments, building GTM motions around an evolving portfolio of services and solutions, and rallying cross-functional and field teams to execute with speed and precision during a time-bound market disruption.
You are a strategic thinker who operates with urgency. You combine deep business acumen with enough technical depth to be credible with CIOs and IT infrastructure leaders. You've built GTM strategies from scratch, rallied cross-functional teams around a shared vision, and delivered measurable business results. You're energized by ambiguity and large-scale market transitions - because that's where the biggest opportunities live.
Key job responsibilities
- Define and execute the GTM strategy for Infrastructure Migration and Modernization - identifying high-value customer segments, developing differentiated migration pathways, and building programs that create new customer pipeline, drive acquisition, and accelerate the journey from on-premises infrastructure to AWS.
- Shape the narrative around the future of infrastructure modernization - positioning AWS as the leader in AI-powered migration assessment, automated workload transformation, and complete data center exit solutions that unlock innovation and reduce total cost of ownership.
- Engage directly with enterprise leaders and partners to communicate the AWS migration and modernization value proposition, connecting infrastructure challenges (cost escalation, vendor disruption, technical debt) to measurable business outcomes.
- Build and scale lighthouse engagements that generate compelling proof points across migration pathways (EC2, EVS, containers, managed services), then operationalize those wins into repeatable plays for the broader sales organization.
- Establish data-driven mechanisms to measure adoption, track program effectiveness, and continuously optimize ROI across the migration and modernization portfolio.
- Evangelize AWS migration and modernization solutions externally through thought leadership, events, customer roundtables, and industry engagement - and internally across AWS to drive mindshare and investment.
- Own the strategic business development plan, orchestrating key internal stakeholders (sales, product, engineering, legal, support, partners) to align behind a unified growth agenda during a critical market window.
- Orchestrate field uptake and execution of key sales plays and programs - including partner-led motions, regional roadshows, and community-driven enablement - delivering value to customers through repeatable, scalable mechanisms.
A day in the life
No two days look the same. You might start the morning aligning with product teams on a new migration service launch, then shift to coaching field specialists on a high-value customer engagement. After lunch, you're analyzing pipeline data to refine targeting, joining a partner strategy call, or prepping an executive briefing for a CIO evaluating their data center exit. You'll end the day reviewing proof-of-concept results and shaping the narrative for an upcoming industry event - always connecting dots across customers, services, and teams to accelerate outcomes.
About the team
You'll join a high-performing, globally distributed team within AWS's Worldwide Specialist Organization that operates at the intersection of strategy and execution. Our mission: work backwards from customer outcomes and rapidly migrate enterprise workloads to AWS. We move fast, think big, and hold a high bar for customer obsession. The culture is collaborative and builder-minded - everyone contributes ideas, challenges assumptions, and takes ownership. We celebrate wins together, learn from setbacks openly, and believe urgency paired with discipline is how you earn customer trust at scale.
BASIC QUALIFICATIONS
- 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- 5+ years of working with Enterprise Application Modernization and Migration technologies, including, but not limited to, Mainframe, Serverless, Containers, or Cloud Operations experience
- 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 presenting to both technical and non-technical executive audiences
PREFERRED QUALIFICATIONS
- Master's degree in business, data science, public administration, finance, engineering, human resources, or related field, or PMP certificate
- Experience interpreting data and making business recommendations
- Experience designing, implementing, and scaling workforce development programs across large-scale operations, including forecasting workforce needs and leveraging analytics to drive program decisions
- 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, WA, Seattle - 147,900.00 - 200,100.00 USD annually
