WW Database GTM Specialist

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 DB migration pipeline - 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, and prospecting content. Design everything for self-service, so teams can execute without escalating to WW.

Competitive Positioning: Craft the field narrative for "why migrate off Oracle 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, architects, and engineering leaders - whiteboarding migration architectures, and articulating how AWS managed databases eliminate the operational overhead, patching burden, and vendor lock-in of self-managed databases. 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.

About the team

About AWS

Diverse Experiences

AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS?

Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating - that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture

Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship & Career Growth

We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance

We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

Basic qualifications

- 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience

- 5+ years of developing, negotiating and executing business agreements experience

- Bachelor's degree

- Experience developing strategies that influence leadership decisions at the organizational level

- Experience explaining complex technical concepts to various business and technical audiences

Preferred qualifications

- Experience identifying, negotiating, and executing complex legal agreements

- Experience interpreting data and making business recommendations across leadership and cross-functional teams

- Experience using analytical tools for workforce metrics and reporting

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, Irvine - 147,900.00 - 200,100.00 USD annually

USA, CA, Santa Clara - 162,700.00 - 220,200.00 USD annually

USA, WA, Seattle - 147,900.00 - 200,100.00 USD annually