Enterprises want cloud choice for their SQL Server workloads, but the path forward isn't always obvious when the company that sold them the database is also trying to sell them the cloud. If you understand that tension deeply - the licensing dynamics, the enterprise agreements - this role was built for your expertise.
AWS has been running SQL Server workloads at scale for over a decade, with deep investment in managed operations, licensing flexibility, and pricing innovation that give customers real options they can't get anywhere else. We are looking for a WW GTM specialist who can turn that investment into launched customer workloads.
In this high-visibility, high-impact role, you'll own the SQL Server migration pipeline - Created ARR, Launched ARR, velocity, win rates - and build the field motions, partner plays, competitive positioning, and enablement programs that drive it. You'll be supported by a global specialist field force, dedicated funding programs, and executive backing from senior AWS leadership. This isn't advisory - you build, you ship, you measure, you iterate.
Key job responsibilities
- Pipeline Ownership: Owns the SQL Server migration pipeline number - directly accountable for Created ARR, Launched ARR, pipeline velocity, and win rates.
- Field Enablement at Scale: customer value proposition, migration playbooks, licensing optimization workshops, competitive battle cards, discovery scripts, and prospecting content. Design for self-service - field teams should be able to execute without WW escalation.
- Competitive Positioning: Build the field narrative for "why migrate now" and "why AWS over competitors." Ground positioning in economic analysis, operational simplification, and customer proof points.
- Influence Product Roadmap: synthesize field feedback, customer feature requests, competitive gaps, and adoption blockers into structured input for product/engineering teams and shape what gets built next.
- Metrics and reporting: Track Created ARR, Launched ARR, pipeline velocity, assessment-to-opportunity conversion, win/loss rates by segment and geo, partner contribution. Deliver insights to leadership through weekly/monthly reporting and business reviews.
- 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
- 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- Bachelor's degree
- Experience interpreting data and making business recommendations across leadership and cross-functional teams
- Experience explaining complex technical concepts to various business and technical audiences
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
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, TX, Austin - 147,900.00 - 200,100.00 USD annually
USA, WA, Redmond - 147,900.00 - 200,100.00 USD annually
USA, WA, Seattle - 147,900.00 - 200,100.00 USD annually
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