Principal Migrations and Modernization Sales Specialist, WWSO

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 Migration Sales Specialist to drive the next chapter of growth for Strategic Pursuit, Migrations & Modernization. In this role, you will own and execute the strategy for how AWS brings migration and modernization solutions to market for Enterprise Industry customers — defining the vision, building compelling customer and GTM strategies, and orchestrating programs that accelerate customer adoption at scale. You will lead customers through the journey from legacy infrastructure to cloud-native environments, drive GTM motions across an evolving portfolio of services and solutions, and align 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 sufficient technical depth to be credible with CIOs and IT infrastructure leaders. You have built GTM strategies from the ground up, aligned cross-functional teams around a shared vision, and delivered measurable business results. You thrive in ambiguity and large-scale market transitions — because that is where the biggest opportunities live.

Key job responsibilities
• Own and execute the GTM strategy for Strategic Pursuit, Migrations & Modernization — identifying high-value customer segments, developing differentiated migration pathways, and building programs that generate new customer pipeline, drive acquisition, and accelerate the journey from on-premises infrastructure to AWS.
• Partner closely with Division Sales Leaders to align on Migrations & Modernization goals, strategy, and execution tactics — ensuring GTM motions are embedded into divisional priorities, pipeline targets are jointly owned, and field execution is coordinated to maximize customer impact across their respective divisions.
• Engage directly with enterprise leaders, partners, and customers to articulate the AWS migration and modernization value proposition — connecting infrastructure challenges such as cost escalation, vendor disruption, and technical debt to measurable business outcomes that resonate with CxO and senior IT decision-makers.
• Drive field uptake and execution of key sales plays and programs — including migration assessments, consultative workshops, partner-led motions, POCs, and community-driven enablement — delivering value to customers through repeatable, scalable mechanisms.
• Establish data-driven mechanisms to measure adoption, track program effectiveness, and continuously optimize ROI — using insights to refine targeting, accelerate pipeline progression, and inform strategic priorities 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, investment, and cross-functional alignment behind a unified growth agenda.


About the team
You will join a high-performing team of Specialist Sellers operating 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 that urgency paired with discipline is how you earn customer trust at scale.

Basic Qualifications

- Bachelor's degree or equivalent qualification in Math, Engineering, Science or Business
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience communicating across technical and non-technical audiences, including executive level stakeholders or clients
- 10+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- 11+ years of working with Enterprise Application Modernization and Migration technologies, including, but not limited to, Mainframe, Serverless, Containers, or Cloud Operations experience
- Experience managing programs across cross-functional teams, building processes, and coordinating release schedules

Preferred Qualifications

- Experience using data to influence business decisions
- Experience interpreting data and making business recommendations across leadership and cross-functional teams
- Master's degree in Business, Data Science, Public Administration, Finance, Engineering, Human Resources, or a related field, or PMP certification
- Experience designing, implementing, and scaling workforce development programs across large-scale operations, including forecasting workforce needs and leveraging analytics to drive program decisions
- Experience using analytical tools for workforce metrics and reporting

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