The Infrastructure Migration and Modernization Go-To-Market (GTM) team is responsible for growing the adoption of a portfolio of services that enable our customer’s transformation from commercial software-based legacy platforms to modern, cloud-native services on the AWS cloud.
As a part of this team, you will have the opportunity to help shape the future of how customers transform AI-ready application and database workloads by modernizing their technology stack across compute, memory, storage, commercial licensing and allied infrastructure workloads. You will develop scalable motions to establish new business in target market segments and enable the global field organization to drive the day-to-day interactions that identify prospects for long-term business opportunities. You will be the single-threaded owner for developing and executing the GTM plan for the assigned portfolio and act as the extension of the AWS Infrastructure Migration and Modernization product team to customers globally, understanding their use cases, gathering customer feature requests and feedback, and influencing product direction.
You will also work directly with the most interesting and demanding customers - leaders in their respective fields - earning trust to understand their requirements and turn them into reality. You will demonstrate Customer Obsession, representing the voice of the customer as you work with product teams across AWS to evolve AWS services.
Key job responsibilities
• Serve as a key member of the WWSO India GTM team and focus on increasing adoption of AWS Infrastructure Migration and Modernization services.
• Help define market segments, customer base, and industry verticals we target, build and own a strategic Go-To-Market plan for target market segments in line with AWS strategic direction.
• Work with AWS partners to develop their capability, capacity and selling skills to drive our customers’ transformation at scale.
• Engage senior stakeholders (CIO/CTO/CDO/Head of Applications) in large enterprises to understand their top business priorities and challenges, build the business case for AI-led digital transformation, by working alongside AWS account team, Migration BD and solution architects.
• Conduct AI-led infrastructure assessments to derive AWS TCO, present AWS value proposition for cloud migrations, and drive the use of AI tools for workload transformation.
• Support creation of lighthouse references and share customer and market insights with WW service teams to influence roadmap for services and tools and develop investment programs.
• Work with sales and technical leadership to drive accountability, establish engagement models, and mechanisms for review and reporting.
About the team
Are you a customer-obsessed builder with a passion for helping customers achieve their full potential? Do you have the business savvy, Infrastructure Migration and Modernization background, and sales skills necessary to help position AWS as the cloud provider of choice for customers? Do you love building new strategic and data-driven businesses? Join the Worldwide Specialist Organization (WWSO) Application Modernization team as a Go-to-Market Specialist!
The Worldwide Specialist Organization (WWSO) is part of AWS Sales, Marketing, and Global Services (SMGS), which is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. We work backwards from our customer’s most complex and business critical problems to build and execute go-to-market plans that turn AWS ideas into multi-billion-dollar businesses. WWSO teams include business development, specialist and technical solutions architecture.
As part of WWSO, you'll provide expertise across the entire life cycle of an AWS customer initiative, from developing ideas for new services to accelerating the adoption of established businesses. We pride ourselves on thinking big and helping our customers arrive at the most optimal technology decisions for an AI future - spanning infrastructure, applications, database, analytics, and security.
Basic Qualifications
- 5+ years of professional or military experience
- 5+ 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
- Bachelor's degree
- Experience managing programs across cross functional teams, building processes and coordinating release schedules
- Experience selling enterprise software or cloud-based applications
- Experience presenting to both technical and non-technical executive audiences
Preferred Qualifications
- Experience influencing internal and external stakeholders
- Experience interpreting data and making business recommendations across leadership and cross-functional teams
- Experience developing, leading, negotiating and executing corporate and/or business transactions
- MBA
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