Senior Go-To-Market Specialist

This role is the driving AWS database go-to-market across APJC, owning the strategy and execution that helps our customers optimise their existing database estate and modernise it to be ready for AI and agentic workloads. Data is the context layer that turns generic AI into personalised, differentiated customer experiences; every AI conversation is a data conversation, and this role sits at the centre of it. You will drive the migration of on-premises SQL Server and Oracle estates to AWS managed databases, position AWS's purpose-built database portfolio, and ensure our customers' data foundations are cloud-native, resilient, and AI-ready. You will work on some of APJC's largest customers and largest deals, partnering closely with our migrations and account teams and partners to land complex, multi-year outcomes. You will also be the voice of APJC back to the service team, carrying the needs of APJC customers to our database service teams to help reshape our service and roadmap strategy.

The Worldwide Specialist Organization (WWSO) is part of AWS Sales, Marketing, and Global Services (SMGS) and acts as the force multiplier for AWS. We are the deep domain experts, in this case, for database who are brought in to support customers and our sales teams when they need to unblock or accelerate a customer. We work backwards from our customers' 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 lifecycle of an AWS customer initiative, from developing ideas for new services to accelerating the adoption of established businesses. We pride ourselves on thinking big, delivering exceptional results for our customers, and working across AWS as #OneTeam.

Key job responsibilities
- GTM strategy and execution for AWS Database across APJC, messaging, positioning, and campaigns for the APJC areas, with customers from all segments.

- Serve as the APJC point of contact for all database motions, the connective tissue between Sales Specialists, Specialist SAs, Partner teams, and the area sales teams carrying database quota.

- Win large migrations to AWS, migrate on-premises commercial database estates to AWS managed, purpose-built databases, getting customers ready for AI and agentic workloads.

- Lead engagement on APJC's largest and most strategic deals, partnering with migrations, commercial/deal, and partner teams to accelerate and close complex, multi-year opportunities.

- Design Scale Sales Motions that drive adoption beyond the top tier, leveraging AWS Field teams, partner channels, and funding levers to unblock deals.

- Be the voice of APJC to the database service teams, feed customer needs, adoption signals, and competitive gaps back to product leadership to reshape service and roadmap strategy.

- Engage at CxO/VP level and with developers and architects to build pipeline, secure lighthouse customers, and drive revenue across 15+ AWS database services.

- Plan and host database events, workshops, and executive briefings for customers and partners.

A day in the life
You are the person the field, partners, and customers come to for anything database in APJC. One day you're in a CxO briefing making the case to migrate a legacy Oracle estate to Aurora ahead of an AI initiative; the next you're enabling an area sales team on a large migration, unblocking a stalled deal with the right partner funding lever, or feeding APJC customer signal back to the service team to shape the roadmap. You operate across the APJC areas and every segment, building the strategy and executing it, measuring success by the collective growth of the APJC database business.

About the team
The WWSO Data team helps customers adopt our newest and most advantageous technologies. We are technology specialists. This role works as an integrated unit with account teams, Specialist Sellers & SAs, and partner teams to drive database adoption across APJC. We believe in a collaborative working model where BD, Sales Specialists, and Specialist SAs operate in concert each bringing unique strengths to deliver customer outcomes. We value individuals who are not only strong strategists but also effective communicators who can bridge the gap between local market needs and global organisational priorities. If you thrive where you build the strategy AND execute it, where you influence across organisational boundaries, and where you measure success by the collective growth of the team, this is the role for you.

Basic Qualifications

- 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- 5+ years of relational database technology (such as Redshift, Oracle, MySQL or MS SQL) experience
- Experience with database migration and modernisation motions (e.g. migrating commercial databases such as SQL Server and Oracle to cloud-native / managed database services).
- Experience working with large enterprise customers and complex, strategic deals, including collaborating with migration, commercial/deal, and partner teams.

Preferred Qualifications

- Experience owning end-to-end GTM strategy for a technology domain across multiple geographies and segments.
- Track record of building rapport with customer executives (CxO/VP) and closing strategic, multi-year deals.
- Experience positioning data foundations for AI/ML and agentic workloads (e.g. data readiness, modernisation, purpose-built databases as the context layer for AI).
- Strong data-based storytelling skills with a high degree of comfort speaking with both executives and developers.
- Cloud expertise as demonstrated by one or more cloud certifications.
- Experience influencing multiple stakeholders and leading cross-functional teams across geographies and business units.

Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.

IDE statement:
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.