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AWS is seeking a Migration & Modernization Sales Specialist to drive migration and modernization revenue for the State & Local Government, Education, and GovTech/EdTech vertical within Worldwide Public Sector (WWPS). You will be the ultimate owner of Migration & Modernization revenue goals across your territory - partnering with account teams (not directly owning accounts) to identify, pursue, and close migration and modernization opportunities within their customer base.
This role requires deep AWS expertise, strong familiarity with Microsoft and VMware environments, and a customer-centric approach to helping state and local government agencies, educational institutions, and GovTech/EdTech ISVs modernize their IT estates. You will execute proven sales plays, develop migration and modernization-specific GTM motions, and serve as the subject matter expert that account teams rely on to win deals. You will own opportunities from the Qualified stage forward - driving pipeline creation, accelerating deal velocity, and building scalable BD capabilities that extend your impact beyond 1:1 engagements. If you excel at translating technical migration and modernization capabilities into business value while consistently exceeding revenue targets, this is a great fit.
Key job responsibilities
Sales & Pipeline Development
- Own and exceed quarterly/annual Migration & Modernization revenue goals; proactively grow service adoption across the SLG/EDU/xTech vertical
- Build and manage pipeline across diverse stacks (databases, enterprise apps, VMware, Windows workloads, storage, infrastructure); identify high-value opportunities within specific accounts and engage with the customer, partner(s), and account team to win
- Execute known working sales plays and develop new GTM strategies to accelerate migrations from on-premises and competitive clouds (particularly Azure) to AWS
- Guide SLG, education, and GovTech/EdTech customers through end-to-end sales cycles from discovery through agreement; negotiate pricing, terms, and contracts
- Build scalable GTM mechanisms - campaigns, enablement content, and repeatable plays - that drive pipeline creation across a broad territory (target: 150+ unique accounts reached through 1:Many motions)
- Maintain accurate forecasting via CRM tools; author strategic documents (PR/FAQs, QBRs) and report on pipeline health and business trends to leadership
Technical Sales & Solution Positioning
- Assess customer on-premises and multi-cloud estates (AWS, Azure, GCP); build compelling business cases for AWS adoption with TCO analyses and ROI positioning
- Leverage deep AWS knowledge to position migration and modernization services and translate technical capabilities into measurable business outcomes for senior stakeholders
- Advise on Microsoft licensing strategies and Azure-to-AWS migration paths as a competitive differentiator
- Guide enrollment in AWS programs (Migration Acceleration Program, VMware migration programs, application modernization initiatives) and provide best practices, risk mitigation, and compliance guidance relevant to the public sector (FedRAMP, StateRAMP, CJIS, FERPA)
- Support qualified RFPs and leads generated via Global Prospecting Day or field marketing
Customer Engagement & Ecosystem
- Build trusted relationships with state CIOs, local government technology directors, university IT leadership, and executive stakeholders across SLG, education, and GovTech/EdTech organizations
- Evangelize AWS migration and modernization externally at industry events (NASCIO, NACo, EDUCAUSE, GovTech conferences), webinars, and customer roundtables; contribute to case studies and thought leadership
- Collaborate with account teams, solutions architects, partners (ISVs, SIs, MSPs), and professional services to drive end-to-end migration and modernization outcomes
- Share customer insights with AWS product teams; develop PFRs that shape service roadmaps
Leadership & Organizational Impact
- Serve as the Migration & Modernization SME consulted by peers and account teams; share best practices, competitive intelligence, and GTM learnings across the vertical
- Drive adoption of scalable processes to improve migration and modernization GTM efficiency
- Build BD capabilities across account teams through enablement sessions, competitive cheat sheets, and reusable playbooks that multiply your impact
About the team
The AWS SLG/EDU/xTech Migration & Modernization team within WWPS helps state and local governments, educational institutions, and GovTech/EdTech ISVs harness AWS to modernize critical infrastructure and deliver better citizen and student outcomes - from lift-and-shift infrastructure migrations to complex application and database modernization. We operate in a three-role model alongside specialist solutions architects and customer solutions managers, with shared accountability across the customer lifecycle. We partner with customers, AWS partners, and the broader public sector ecosystem to remove barriers to cloud adoption, maximize the value of AWS programs and incentives, and deliver measurable outcomes that improve government services and educational experiences. Your work will drive results across field sales, partner organizations, and product teams via data-driven metrics (MBO, RBI, or equivalent).
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.
About the team
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
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.
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.
BASIC QUALIFICATIONS
- 6+ years of sales or sales management in infrastructure or cloud technology experience
- -3+ years experience with cloud infrastructure or migration and modernization-related services (e.g., compute, storage, databases, virtualization, application re-platforming) in a sales, pre-sales, or technical capacity
- -2+ years experience with Microsoft Azure, Microsoft technologies (Azure VMs, Azure SQL, Windows Server, AD, M365), or VMware/virtualization platforms in a sales, technical, or competitive positioning capacity
- -Experience in an overlay or specialist sales capacity - influencing revenue in partnership with account teams without directly owning the customer relationship
- -Experience co-selling with or through channel partners (SIs, MSPs, resellers) to drive deal outcomes and scale delivery
PREFERRED QUALIFICATIONS
- AWS certification, such as, AWS Solutions Architect, or a similar cloud certification
- -Experience working with or selling to state/local government agencies, educational institutions, or GovTech/EdTech ISVs - with understanding of their unique procurement processes, budget cycles, and compliance requirements
- -Hands-on experience with AWS migration and modernization services (e.g., Migration Hub, DMS, Application Migration Service, AWS Transform) or equivalent cloud migration tooling
- -Experience with AWS Migration Acceleration Program (MAP) or similar migration frameworks across diverse scenarios (database, VMware, mainframe, storage, application re-platforming)
- Deep knowledge of Microsoft licensing models; experience with Optimization and Licensing Assessments (OLAs)
- -AWS certification (e.g., Solutions Architect, Database Specialty) or equivalent cloud certification
- -Knowledge of public sector procurement vehicles (state master contracts, cooperative purchasing agreements) and compliance frameworks (FedRAMP, StateRAMP, CJIS, FERPA)
- -Familiarity with VMware migration strategies, application modernization (.NET, containers), and whole-of-government IT modernization approaches
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
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, restricted stock units (RSUs), and sales incentives. 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, GA, Atlanta - 142,800.00 - 193,200.00 USD annually
USA, MA, Boston - 142,800.00 - 193,200.00 USD annually
USA, NJ, Jersey City - 157,100.00 - 212,600.00 USD annually
USA, TX, AUSTIN - 142,800.00 - 193,200.00 USD annually
USA, VA, Arlington - 142,800.00 - 193,200.00 USD annually
USA, VA, Herndon - 142,800.00 - 193,200.00 USD annually