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.
