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.
