Sr GTM Specialist Database, EMEA GTM Specialist Data team

DESCRIPTION

This role is the driving AWS database go-to-market across EMEA, owning the strategy and execution that helps our customers optimise their existing database estate and modernise it to be ready for AI and agentic workloads. Data is the context layer that turns generic AI into personalised, differentiated customer experiences; every AI conversation is a data conversation, and this role sits at the centre of it. You will drive the migration of on-premises SQL Server and Oracle estates to AWS managed databases, position AWS's purpose-built database portfolio, and ensure our customers' data foundations are cloud-native, resilient, and AI-ready. You will work on some of EMEAs largest customers and largest deals, partnering closely with our migrations and account teams and partners to land complex, multi-year outcomes. You will also be the voice of EMEA back to the service team, carrying the needs of EMEA customers to our database service teams to help reshape our service and roadmap strategy.

Key job responsibilities

• GTM strategy and execution for AWS Database across EMEA, messaging, positioning, and campaigns for the EMEA areas, with customers from all segments.

• Serve as the EMEA point of contact for all database motions, the connective tissue between Sales Specialists, Specialist SAs, Partner teams, and the area sales teams carrying database quota.

• Win large migrations to AWS, migrate on-premises commercial database estates to AWS managed, purpose-built databases, getting customers ready for AI and agentic workloads.

• Lead engagement on EMEA's largest and most strategic deals, partnering with migrations, commercial/deal, and partner teams to accelerate and close complex, multi-year opportunities.

• Design Scale Sales Motions that drive adoption beyond the top tier, leveraging AWS Field teams, partner channels, and funding levers to unblock deals.

• Be the voice of EMEA to the database service teams, feed customer needs, adoption signals, and competitive gaps back to product leadership to reshape service and roadmap strategy.

• Engage at CxO/VP level and with developers and architects to build pipeline, secure lighthouse customers, and drive revenue across 15+ AWS database services.

• Plan and host database events, workshops, and executive briefings for customers and partners.

A day in the life
You are the person the field, partners, and customers come to for anything database in EMEA. One day you're in a CxO briefing making the case to migrate a legacy Oracle estate to Aurora ahead of an AI initiative; the next you're enabling an area sales team on a large migration, unblocking a stalled deal with the right partner funding lever, or feeding EMEA customer signal back to the service team to shape the roadmap. You operate across the EMEA areas and every segment, building the strategy and executing it, measuring success by the collective growth of the EMEA database business.

About the team
The WWSO Data team helps customers adopt our newest and most advantageous technologies. We are technology specialists. This role works as an integrated unit with account teams, Specialist Sellers & SAs, and partner teams to drive database adoption across EMEA. We believe in a collaborative working model where BD, Sales Specialists, and Specialist SAs operate in concert each bringing unique strengths to deliver customer outcomes. We value individuals who are not only strong strategists but also effective communicators who can bridge the gap between local market needs and global organisational priorities. If you thrive where you build the strategy AND execute it, where you influence across organisational boundaries, and where you measure success by the collective growth of the team, this is the role for you.

Diverse Experiences
Amazon 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.

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.

Inclusive Team Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship and 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.

BASIC QUALIFICATIONS

• Experience in developing, negotiating and executing business agreements
• Experience developing strategies that influence leadership decisions at the organizational level
• Experience working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage
• 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• 5+ years of relational database technology (such as Redshift, Oracle, MySQL or MS SQL) experience
• Experience with database migration and modernisation motions (e.g. migrating commercial databases such as SQL Server and Oracle to cloud-native / managed database services).
• Experience working with large enterprise customers and complex, strategic deals, including collaborating with migration, commercial/deal, and partner teams.

PREFERRED QUALIFICATIONS

• Experience interpreting data and making business recommendations
• Experience identifying, negotiating, and executing complex legal agreements
• Experience influencing multiple stakeholders and leading cross functional teams across geographies and business units
• Experience owning end-to-end GTM strategy for a technology domain across multiple geographies and segments.
• Track record of building rapport with customer executives (CxO/VP) and closing strategic, multi-year deals.
• Experience positioning data foundations for AI/ML and agentic workloads (e.g. data readiness, modernisation, purpose-built databases as the context layer for AI).
• Strong data-based storytelling skills with a high degree of comfort speaking with both executives and developers.
• Cloud expertise as demonstrated by one or more cloud certifications.

Amazon is an equal opportunities employer. We believe passionately that employing a diverse workforce is central to our success. We make recruiting decisions based on your experience and skills. We value your passion to discover, invent, simplify and build. Protecting your privacy and the security of your data is a longstanding top priority for Amazon. Please consult our Privacy Notice (https://www.amazon.jobs/en/privacy\_page) to know more about how we collect, use and transfer the personal data of our candidates.

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.