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

About the role

The AWS SLG/EDU/xTech Migration & Modernization team within Worldwide Public Sector (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.

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 (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

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

• 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