Sr. Worldwide GTM Specialist - Oracle, Data & AI GTM

Amazon Web Services (AWS); Redmond (WA); On-site; USD 148,000 - 200,000; Full time

Job summary

Amazon Web Services, Inc. is seeking a seasoned GTM leader to drive Oracle migration initiatives across global regions.

You will build scalable go-to-market motions, collaborate with field teams, and articulate compelling economic value of moving from self-managed Oracle environments to AWS managed databases. You will own pipeline metrics, engage with DBAs and architects, and influence product roadmap with field insights, licensing optimization, and competitive positioning.

Qualifications

• 5+ years of Data & AI related technologies (AI/ML, analytics, databases, and/or storage).
• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience.
• Experience developing strategies that influence leadership decisions at the organizational level.
• Experience explaining complex technical concepts to business and technical audiences.

Responsibilities

• Defines and scales the GTM motion across all geos, segments, and industries.
• Monitor field insights, demand signals, competitive win/loss patterns, licensing market shifts; influence product roadmap and GTM positioning.
• Owns the Oracle migration pipeline number for RDS for Oracle and Oracle Database@AWS; accountable for Created ARR, Launched ARR, pipeline velocity, win rates.
• Design for self-service—field teams should be able to execute without WW escalation.
• Build the field narrative for why migrate off Oracle now and why AWS; base on economics, simplification, customer proof points.
• Engage with DBAs, architects, and engineering leaders; whiteboard migration architectures and licensing optimization strategies.
• Synthesize field feedback and customer requests into product/engineering input; shape what gets built next.
• Track Created ARR, Launched ARR, pipeline velocity, conversion, win/loss; deliver insights to leadership weekly/monthly.

Skills

Data & AI technologies

Go-To-Market experience

Strategic influence

Technical communication

Education

Bachelor's degree

Job description

Description

Enterprises are stuck running mission-critical workloads on expensive, self-managed Oracle databases - and they're looking for a way out. AWS has the managed database portfolio, the migration tooling, and the executive commitment to help them move. The AWS Data & AI GTM team is looking for someone who builds the scalable WW GTM engine to support our customers on their Oracle migration journey.

Description

Enterprises are stuck running mission-critical workloads on expensive, self-managed Oracle databases - and they're looking for a way out. AWS has the managed database portfolio, the migration tooling, and the executive commitment to help them move. The AWS Data & AI GTM team is looking for someone who builds the scalable WW GTM engine to support our customers on their Oracle migration journey.

Key job responsibilities

• WW Scope: Defines and scales the GTM motion across all geos, segments, and industries.
• Market Signals: Monitor field insights, demand signals, competitive win/loss patterns, licensing market shifts. Use insights to influence product roadmap and iterate GTM positioning.
• Pipeline Ownership: Owns the Oracle migration pipeline number for RDS for Oracle and Oracle Database@AWS - 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 off Oracle now" and "why AWS over competitors." Ground positioning in economic analysis, operational simplification, and customer proof points.
• Customer Engagements: Comfortable in deep customer discovery with DBAs, architects, and engineering leaders; can whiteboard migration architectures, discuss Oracle licensing optimization strategies, and articulate why AWS managed databases eliminate the operational overhead, patching burden, and vendor lock-in of self-managed Oracle — in language that resonates with both technical and financial decision-makers.
• 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.

Basic Qualifications

• 5+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience
• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• Experience developing strategies that influence leadership decisions at the organizational level
• Experience explaining complex technical concepts to various business and technical audiences
• Bachelor's degree

Preferred Qualifications

• Experience managing programs across cross functional teams, building processes and coordinating release schedules

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

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, CA, San Francisco - 162,700.00 - 220,200.00 USD annually

USA, TX, Austin - 147,900.00 - 200,100.00 USD annually

USA, VA, Arlington - 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

Company

Amazon Web Services, Inc.

Job ID: A10475092