Adoption, Amazon Web Services (AWS), Best Practices, Business Case, Campaigns, Cloud Computing, Competitive Analysis/Strategy, Conferences, Consulting, Customer Relationship Management (CRM) Systems, Customer/Client Research, Ecosystems, Enterprise Applications, Exceeded Sales Goal, Family Educational Rights and Privacy Act (FERPA), Field Marketing, Field Sales, Forecasting, GCP (Good Clinical Practices), Government, Incentive Programs, Licensing, Local Government, Mentoring, Metrics, Microsoft Product Family, Microsoft Windows Azure, Microsoft Windows Operating System, Migration Strategy, Negotiation Skills, Partner Sales, Pricing, Process Improvement, Product Positioning, Professional Services, Request for Proposals (RFP), Return on Investment (ROI), Revenue Planning, Risk Management, Sales, Sales Closing Skills, Sales Cycle, Sales Pipeline, Sales Prospecting, Sales Qualification, Scalable System Development, Startup, State Government, Strategic Planning, Team Player, Technical Leadership, Technical Sales, Thought Leadership, Total Cost of Ownership, VMWare, Webinar
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 (not directly owning accounts) to identify, pursue, and close migration and modernization opportunities within their customer base.
This role requires deep AWS expertise, strong familiarity with Microsoft and VMware environments, and a customer-centric approach to helping state and local government agencies, educational institutions, and GovTech/EdTech ISVs modernize their IT estates. You will execute proven sales plays, develop migration and modernization-specific GTM motions, and serve as the subject matter expert that account teams rely on to win deals. You will own opportunities from the Qualified stage forward - driving pipeline creation, accelerating deal velocity, and building scalable BD capabilities that extend your impact beyond 1:1 engagements. If you excel at translating technical migration and modernization capabilities into business value while consistently exceeding revenue targets, this is a great fit.
Key job responsibilities
Sales & Pipeline Development
- 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
Technical Sales & Solution Positioning
- 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 (FedRAMP, StateRAMP, CJIS, FERPA)
- Support qualified RFPs and leads generated via Global Prospecting Day or field marketing
Customer Engagement & Ecosystem
- Build trusted relationships with state CIOs, local government technology directors, university IT leadership, and executive stakeholders across SLG, education, and GovTech/EdTech organizations
- Evangelize AWS migration and modernization externally at industry events (NASCIO, NACo, EDUCAUSE, GovTech conferences), webinars, and customer roundtables; contribute to case studies and thought leadership
- Collaborate with account teams, solutions architects, partners (ISVs, SIs, MSPs), and professional services to drive end-to-end migration and modernization outcomes
- Share customer insights with AWS product teams; develop PFRs that shape service roadmaps
Leadership & Organizational Impact
- Serve as the Migration & Modernization SME consulted by peers and account teams; share best practices, competitive intelligence, and GTM learnings across the vertical
- Drive adoption of scalable processes to improve migration and modernization GTM efficiency
- Build BD capabilities across account teams through enablement sessions, competitive cheat sheets, and reusable playbooks that multiply your impact
About the team
The AWS SLG/EDU/xTech Migration & Modernization team within 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 - from lift-and-shift infrastructure migrations to complex application and database modernization. We operate in a three-role model alongside specialist solutions architects and customer solutions managers, with shared accountability across the customer lifecycle. We partner with customers, AWS partners, and the broader public sector ecosystem to remove barriers to cloud adoption, maximize the value of AWS programs and incentives, and deliver measurable outcomes that improve government services and educational experiences. Your work will drive results across field sales, partner organizations, and product teams via data-driven metrics (MBO, RBI, or equivalent).
Diverse 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.
About the team
Diverse 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.
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