This position is part of the AWS Specialist and Partner Organization (ASP). Specialists own the end-to-end go-to-market strategy for their respective technology domains, providing the business and technical expertise to help our customers succeed. Partner teams own the strategy, recruiting, development, and growth of our key technology and consulting partners. Together they provide our customers with the expertise and scale needed to build innovative solutions for their most complex challenges.

Are you a customer-obsessed Application cloud migration expert with a passion for helping customers achieve their full potential? Do you have the business savvy, 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 ASP Energy & Utilities Accounts team as a Principal Infrastructure Migration & Modernization Go-to-Market (GTM) Specialist.

Depending on the opportunity the GTM Specialist Team may be expected to 1/ lead the creation of a win plan 2/ create a directional analysis to share with the customer 3/ coordinate a data collection & analysis effort with preferred partners 4/ plan and coordinate technical enablement sessions across domains 5/ collaborate with Account Team members on plan for executive engagement 6/ take ownership on putting together a data-driven comprehensive proposal that can be used to support a broader scale partnerships with our customers.

• Key job responsibilities
• Work with Account Teams and collaborate across areas to unlock and unblock migration and modernization opportunities
• Engage with customer executives to uncover strategic objectives for digital transformation
• Work backwards from the customer's digital transformation objectives to create an application migration and modernization strategy
• Leverage specialized knowledge in MSFT, VMware, Oracle, Citrix/VDI, Storage workloads, other legacy licensing constructs, GenAI and Agentic AI tooling for migrations, and AWS' migration acceleration and growth initiatives to help customer's optimize licensing and select the right migration path
• Develop the strategy to accelerate migrations and drive execution across the Oil & Gas, and Power & Utilities business segments
• Collaborate with your GTM colleagues and internal partners to streamline customer engagement and TCO activities across areas
• Coach the broader migrations and modernization team to become proficient across relevant workloads

About the team
Within ASP, this position is a part of the Go-To-Market (GTM) Specialist team, where you will lead the GTM strategy for AWS Enterprise Applications, Migration & Modernization (EAMM), helping our Account Teams win large-scale complex migrations and directly support our largest and most strategic customer relationships. We create sales plays, build pipeline, leverage partners, and build new initiatives that drive results for our customers. We also provide critical feedback from customers to inform our product roadmap, and work closely with our partner network to build an ecosystem supporting our customers’ goals. In emerging areas, we play a critical role as the “first in” teams to build markets for new services, domains, or solutions. When a customer needs to innovate and requires a new way to leverage AWS, they count on us to innovate with them to build and deliver what they need. When a customer is considering migrating at scale they look to us for guidance on best practices across application types and patterns for migration and modernization.

Once engaged, the IMM GTM Specialist Team is expected to quickly qualify potential large scale migration opportunities (DC Exits, VMware, etc) by identifying a high-level scope and size and customer position.

Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS? Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture:

AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship & Career Growth:

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Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve

Basic Qualifications

• Bachelor's degree
• 7+ years of developing, negotiating and executing business agreements experience
• 7+ years of professional or military experience
• 7+ years experience developing strategies that influence leadership decisions at the organizational level
• 7+ years experience managing programs across cross functional teams, building processes and coordinating release schedules
• 2+ years experience with successfully closing deals associated with migration of workloads from on-prem to the cloud (preferably AWS) or across cloud environments

Preferred Qualifications

• Experience negotiating complex deals with customers and partners or equivalent
• Experience identifying, negotiating, and executing complex legal agreements
• Energy/Utilities industry experience in a sales, business development, or partner related role
• Established track record of credibility as a technology advisor with customer executives (e.g. CEO, COO, CIO, CTO, CMO) and Line of Business Leaders.
• Experience in a heavily matrixed sales environment, including developing, implementing, managing, and executing go-to-market growth initiatives and sales motions.
• Deep understanding of cloud technologies, including public and hybrid cloud platforms.

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