From Amazon's posting. “We” and “our” refer to the employer.
We are seeking a Worldwide GTM Specialist for Data and AI to help drive the business development and go-to-market strategy that helps enterprises transform their data workloads into intelligent, autonomous systems. This role blends technical fluency across databases and AI/ML systems with the ability to engage and influence senior customer stakeholders on transformation roadmaps that deliver measurable business outcomes.
As a core member of the Data and Agentic AI Accelerator Pathways (DAAP) initiative, you will help design and operate go-to-market programs — spanning native database intelligence, industry agent solutions, AWS Marketplace & ISV partnerships, and strategic funding — that contribute to AWS's Created ARR and Launched ARR goals for Databases.
You will partner across complex customer engagements as a trusted technical and strategic contributor, translate business requirements into scalable solution approaches, and build reusable patterns and enablement that scale through field teams and partners — helping establish AWS as the destination of choice for enterprises evolving into intelligent, data-powered organizations.
This is a highly visible, cross-organizational role that requires strong collaboration and influence — building alignment across WW Specialist Solutions Architecture, Sales Acceleration, Service Teams, Partner & Marketplace, Marketing, and Geo field leadership — while operating with the urgency, ownership, and bias for action of a startup at the scale of AWS.
Key job responsibilities
Worldwide Scope: Define, refine, and scale the go-to-market motion across all geographies, segments, and industries.
Market Signals: Monitor field insights, demand signals, competitive win/loss patterns, and shifts in the licensing market. Translate these signals into input that shapes product roadmap direction and continuously sharpens GTM positioning.
Pipeline Ownership: Own the migration and modernization pipeline across AWS Database services — with direct accountability for Created ARR, Launched ARR, pipeline velocity, and win rates.
Field Enablement at Scale: Build the assets that let field teams win independently — customer value propositions, migration playbooks, licensing optimization workshops, competitive battle cards, discovery scripts, and prospecting content. Design everything for self-service, so teams can execute without escalating to WW.
Competitive Positioning: Craft the field narrative for "why modernize now" and "why AWS over the competition," grounding it in economic analysis, operational simplification, and real customer proof points.
Customer Engagements: Lead deep technical discovery with DBAs, architects, and engineering leaders — whiteboarding migration and modernization architectures, advising on database licensing optimization, and articulating how AWS managed databases eliminate the operational overhead, patching burden, and vendor lock-in of self-managed database environments. Communicate fluently with both technical and financial decision-makers.
Influence Product Roadmap: Synthesize field feedback, customer feature requests, competitive gaps, and adoption blockers into structured input that helps product and engineering teams prioritize 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, and partner contribution. Deliver clear insights to leadership through weekly and 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
Equal Opportunity
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
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