Sr. Worldwide GTM Specialist - Oracle, Data & AI GTM

Amazon.com Inc

Redmond, WA

JOB DETAILS
SKILLS
Amazon Relational Database Service (RDS), Amazon Web Services (AWS), Artificial Intelligence (AI), Communication Skills, Customer Support/Service, Database Administration, Economic Analysis, Field Trials, Leadership, Licensing, Machine Tool, Market Tracking, Metrics, Operational Audit, Oracle, Oracle Database, Product Engineering, Product Planning, Product Positioning, Sales Prospecting, Scalable System Development, Scripting (Scripting Languages), Software Patches
LOCATION
Redmond, WA
POSTED
8 days ago

Enterprises are stuck running mission-critical workloads on expensive, self-managed Oracle databases - and they"re looking for a way out. AWS has the managed database portfolio, the migration tooling, and the executive commitment to help them move. The AWS Data & AI GTM team is looking for someone who builds the scalable WW GTM engine to support our customers on their Oracle migration journey.

Key job responsibilities

  • WW Scope: Defines and scales the GTM motion across all geos, segments, and industries.
  • Market Signals: Monitor field insights, demand signals, competitive win/loss patterns, licensing market shifts. Use insights to influence product roadmap and iterate GTM positioning.
  • Pipeline Ownership: Owns the Oracle migration pipeline number for RDS for Oracle and Oracle Database@AWS - directly accountable for Created ARR, Launched ARR, pipeline velocity, and win rates.
  • Field Enablement at Scale: customer value proposition, migration playbooks, licensing optimization workshops, competitive battle cards, discovery scripts, and prospecting content. Design for self-service - field teams should be able to execute without WW escalation.
  • Competitive Positioning: Build the field narrative for "why migrate off Oracle now" and "why AWS over competitors." Ground positioning in economic analysis, operational simplification, and customer proof points.
  • Customer Engagements: Comfortable in deep customer discovery with DBAs, architects, and engineering leaders; can whiteboard migration architectures, discuss Oracle licensing optimization strategies, and articulate why AWS managed databases eliminate the operational overhead, patching burden, and vendor lock-in of self-managed Oracle - in language that resonates with both technical and financial decision-makers.
  • Influence Product Roadmap: synthesize field feedback, customer feature requests, competitive gaps, and adoption blockers into structured input for product/engineering teams and shape what gets built next.
  • Metrics and reporting: Track Created ARR, Launched ARR, pipeline velocity, assessment-to-opportunity conversion, win/loss rates by segment and geo, partner contribution. Deliver insights to leadership through weekly/monthly reporting and business reviews.

About the Company

A

Amazon.com Inc

At Amazon, we don’t wait for the next big idea to present itself. We envision the shape of impossible things and then we boldly make them reality. So far, this mindset has helped us achieve some incredible things. Let’s build new systems, challenge the status quo, and design the world we want to live in. We believe the work you do here will be the best work of your life.

Wherever you are in your career exploration, Amazon likely has an opportunity for you. Our research scientists and engineers shape the future of natural language understanding with Alexa. Fulfillment center associates around the globe send customer orders from our warehouses to doorsteps. Product managers set feature requirements, strategy, and marketing messages for brand new customer experiences. And as we grow, we’ll add jobs that haven’t been invented yet.

It’s Always Day 1
At Amazon, it’s always “Day 1.” Now, what does this mean and why does it matter? It means that our approach remains the same as it was on Amazon’s very first day – to make smart, fast decisions, stay nimble, invent, and stay focused on delighting our customers. In our 2016 shareholder letter, Amazon CEO Jeff Bezos shared his thoughts on how to keep up a Day 1 company mindset. “Staying in Day 1 requires you to experiment patiently, accept failures, plant seeds, protect saplings, and double down when you see customer delight,” he wrote. “A customer-obsessed culture best creates the conditions where all of that can happen.” You can read the full letter here

Our Leadership Principles
Our Leadership Principles help us keep a Day 1 mentality. They aren’t just a pretty inspirational wall hanging. Amazonians use them, every day, whether they’re discussing ideas for new projects, deciding on the best solution for a customer’s problem, or interviewing candidates. To read through our Leadership Principles from Customer Obsession to Bias for Action, visit https://www.amazon.jobs/principles
COMPANY SIZE
10,000 employees or more
INDUSTRY
Retail
FOUNDED
1994
WEBSITE
http://Amazon.com/militaryroles