Sr. GTM Specialist - Oracle, Data & AI GTM

Overview

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.

• 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.

• 5+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience.

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

• Experience developing strategies that influence leadership decisions at the organizational level.

• Experience explaining complex technical concepts to various business and technical audiences.

• Bachelor's degree.

• Experience managing programs across cross functional teams, building processes and coordinating release schedules.

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Los Angeles County applicants:
Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position.

These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

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