Enterprises want cloud choice for their SQL Server workloads, but the path forward isn't always obvious when the company that sold them the database is also trying to sell them the cloud. If you understand that tension deeply - the licensing dynamics, the enterprise agreements - this role was built for your expertise.
AWS has been running SQL Server workloads at scale for over a decade, with deep investment in managed operations, licensing flexibility, and pricing innovation that give customers real options they can't get anywhere else. We are looking for a WW GTM specialist who can turn that investment into launched customer workloads.
In this high-visibility, high-impact role, you'll own the SQL Server migration pipeline - Created ARR, Launched ARR, velocity, win rates - and build the field motions, partner plays, competitive positioning, and enablement programs that drive it. You'll be supported by a global specialist field force, dedicated funding programs, and executive backing from senior AWS leadership. This isn't advisory - you build, you ship, you measure, you iterate.
Key job responsibilities
- Pipeline Ownership: Owns the SQL Server migration pipeline number - 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 now" and "why AWS over competitors." Ground positioning in economic analysis, operational simplification, and customer proof points.
- 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.
