Are you a customer-obsessed builder with a passion for helping enterprise customers unlock the core systems that run their businesses? Do you have the business acumen, enterprise modernization background, and sales skills needed to position
AWS as the platform of choice for agentic enterprise transformation? Do you love building strategic, data-driven businesses at the intersection of AI and legacy core modernization? Join the Worldwide Specialist Organization (
WWSO)
GTM team as a Principal
GTM Specialist.
The Worldwide Specialist Organization (
WWSO), part of
AWS Sales, is responsible for driving revenue, adoption, and growth from the largest and fastest-growing enterprise-level customers, including public sector. We work backwards from our customers' most complex and business-critical problems to build and execute
go-to-market plans that turn
AWS ideas into multi-billion-dollar businesses.
WWSO teams include business development, specialist, and technical solutions architecture. As part of
WWSO, you will provide expertise across the entire life cycle of an
AWS customer initiative, from developing ideas for new services to accelerating the adoption of established businesses. We pride ourselves on thinking big, delivering exceptional results for our customers, and working across
AWS as #OneTeam.
Within
WWSO, this position leads
GTM strategy for
AWS Transform and agentic enterprise modernization, focused on Financial Services. You will define the worldwide
GTM framework for this
segment, set the partner commercial model, and align
cross-functional teams (SA, ProServ, Partner, Service teams) to a unified revenue plan. You will own the motion that extracts and reimagines the business logic locked inside legacy cores, mainframe, mid-range, and adjacent systems, and rebuilds it as cloud-native, AI-ready architecture that unlocks Bedrock and AgentCore at enterprise scale. You will build sales plays that engage Line-of-Business and CFO buyers around business outcomes, claims cycle time, fraud response, settlement speed, rather than platform migrations. You will leverage our partner network of Global Systems Integrators, Nimble SIs, and ISV-to-Delivery partners to deliver production outcomes at speed, not multi-year programs. You will provide critical feedback from customers to inform the
AWS Transform product roadmap and partner strategy.
In emerging areas, agentic AI in regulated industries, core banking decomposition, claims modernization, benefits and case management, you play a critical role as the "first in" team to build the market. When a customer needs to reinvent a business function that runs on legacy core systems, they count on us to innovate with them, compose the right partner and capability stack, and deliver production outcomes at the speed the business actually requires.
Key job responsibilities
• Own the worldwide
GTM strategy and execution for
AWS Transform and Agentic Enterprise Modernization, across verticals. Define the partner commercial model, sales plays, and
cross-functional operating rhythm across Sales, Partners, SA, ProServe, and Marketing.
• Build
GTM motions that position modernization as a business outcome, engaging CFO, COO, and Line-of-Business buyers around claims cycle time, fraud response, settlement speed, etc.. rather than infrastructure migration. Move the conversation from IT modernization to LoB transformation.
• Connect legacy core extraction across mainframe, mid-range, and adjacent estates to Bedrock and AgentCore adoption, giving customers a defined path from locked business logic to AI-ready, autonomous operations.
• Lead
cross-functional initiatives to open emerging segments, core banking decomposition, claims modernization, benefits and case management, agentic AI in regulated industries, as the "first in" team building new markets for
AWS Transform.
• Translate and bring customer signals and field intelligence back to
AWS Transform service teams and Worldwide leadership to shape the product roadmap and partner investment strategy.
• Own revenue, pipeline, and referenceable-outcome targets. Deliver monthly business reviews with data-driven insights on pipeline health, partner contribution, and deal velocity.
About the team
About
AWSDiverse 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
Here at
AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
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 in the cloud.
- 6+ years of developing, negotiating and executing business agreements experience
- 6+ years of
Go-To-Market, Business Development, Sales, or Consulting experience
- 6+ years of working with Enterprise Application Modernization and Migration technologies, including, but not limited to, Mainframe,
Serverless, Containers, or Cloud Operations experience
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience developing, leading, negotiating and executing corporate and/or business transactions
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 and restricted stock units (RSUs). 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, NY, New York - 162,700.00 - 220,200.00
USD annually
USA, WA, Seattle - 147,900.00 - 200,100.00
USD annually