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

About the Role

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 to identify, pursue, and close migration and modernization opportunities within their customer base.

Responsibilities

• 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
• 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 (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

Requirements

• 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

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)

Skills

• Strong familiarity with Microsoft and VMware environments
• Deep AWS expertise
• Customer-centric approach to helping state and local government agencies, educational institutions, and GovTech/EdTech ISVs modernize their IT estates

Benefits

• 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
• Parental leave

Pay

The base salary range for this position is $142,800.00 - $193,200.00 USD annually, depending on location. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers sign-on payments, restricted stock units (RSUs), and sales incentives.

Schedule

Amazon values 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.