Sr. Sales Specialist - Infrastructure Migration & Modernization , Migration & Modernization Team

Job Summary

Amazon Web Services (AWS) is seeking a Migration & Modernization Sales Specialist to accelerate revenue for the State & Local Government, Education, and Gov Tech/EdTech verticals within Worldwide Public Sector (WWPS). You will own migration and modernization revenue goals across your territory and partner with account teams to identify, pursue, and close opportunities within their customer base.

• Own and exceed quarterly/annual Migration & Modernization revenue goals, proactively grow service adoption across the SLG/EDU/xTech vertical.
• Build and manage a pipeline across diverse technology stacks (databases, enterprise apps, VMware, Windows workloads, storage, infrastructure); identify high‑value opportunities and collaborate with account teams.
• Execute proven sales plays and develop new GTM strategies to accelerate migrations from on‑premises and competing clouds to AWS.
• Guide customers through end‑to‑end sales cycles from discovery through agreement; negotiate pricing, terms, and contracts.
• Develop scalable GTM mechanisms—campaigns, enablement content, and repeatable plays—to drive pipeline creation across a broad territory.
• Maintain accurate forecasting via CRM tools; author strategic documents (PR/FAQs, QBRs) and report on pipeline health and business trends to leadership.
• Assess customer on‑premises and multi‑cloud estates; build business cases 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.
• Guide enrollment in AWS programs (Migration Acceleration Program, VMware migration programs, application modernization initiatives) and provide risk mitigation and compliance guidance (FedRAMP, StateRAMP, CJIS, FERPA).
• Support qualified RFPs and leads generated via Global Prospecting Day or field marketing.
• Build trusted relationships with state CIOs, local government technology directors, university IT leadership, and executive stakeholders across all verticals.
• Evangelize AWS migration and modernization at industry events, webinars, and customer round tables; contribute to case studies and thought leadership.
• Collaborate with account teams, solutions architects, partners, and professional services to drive end‑to‑end outcomes.
• Share customer insights with AWS product teams; develop PFRs that shape service roadmaps.
• Serve as the Migration & Modernization SME consulted by peers and account teams; share best practices, competitive intelligence, and GTM learnings.
• Drive adoption of scalable processes to improve GTM efficiency and build BD capabilities across account teams.

• 6+ years of sales or sales management experience in infrastructure or cloud technology.
• 3+ years of experience with cloud infrastructure or migration and modernization‑related services in a sales, pre‑sales, or technical capacity.
• 2+ years of experience with Microsoft Azure, Microsoft technologies (Azure VMs, Azure SQL, Windows Server, AD, M365), or VMware/virtualization platforms.
• 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.

• AWS certification (e.g., Solutions Architect) or a similar cloud certification.
• Experience working with or selling to state/local government agencies, educational institutions, or Gov Tech/EdTech ISVs.
• Hands‑on experience with AWS migration and modernization services (e.g., Migration Hub, DMS, Application Migration Service, AWS Transform).
• Experience with AWS Migration Acceleration Program (MAP) or similar migration frameworks across diverse scenarios.
• Deep knowledge of Microsoft licensing models and experience with Optimization and Licensing Assessments (OLAs).
• Knowledge of public sector procurement vehicles (state master contracts, cooperative purchasing agreements) and compliance frameworks…