GTM/Sales Specialist - Modernization and Agentic Enterprise Transformation, Mainframe Mod

Description

Are you a customer-obsessed builder with a passion for helping enterprise customers unlock the business logic trapped inside the legacy core systems that run their businesses? Do you have the business acumen, enterprise modernization background, and partner-led sales skills needed to position AWS as the platform of choice for agentic enterprise transformation? Do you love building strategic, data-driven, partner-sourced businesses at the intersection of AI and legacy core modernization across regulated and asset-heavy industries? Join the Worldwide Specialist Organization (WWSO) GTM team as a Partner Development Specialist for AWS Transform & Agentic Enterprise Modernization.

In this role, you will own the worldwide partner GTM strategy that extracts and reimagines the business logic locked inside mainframe, mid-range, and adjacent legacy cores — and, together with our partner ecosystem of Global Systems Integrators (GSIs) and Nimble SIs partners, rebuilds it as cloud-native, AI-ready architecture that unlocks Amazon Bedrock and AgentCore at enterprise scale. You will build partner-enabled sales plays that engage CFO, COO, and Line-of-Business buyers around the outcomes that matter in their industry rather than platform migrations. As the "first in" team in emerging segments like agentic AI in regulated industries, core banking decomposition, and claims modernization, you will build new markets, shape the AWS Transform product roadmap from the field, and turn a partner ecosystem into a force multiplier for customer outcomes.

Key job responsibilities
Own the worldwide customer GTM strategy for AWS Transform and Agentic Enterprise Modernization. Define the target customer segments, sales plays, and engagement model, and run the cross-functional operating rhythm across Sales, SA, ProServe, and Marketing.

Originate, accelerate, and close strategic modernization opportunities. Engage directly with enterprise customers across multiple industries to build executive-level value propositions, shape deal strategy, and drive customer pipeline from discovery through production.

Position modernization as a business outcome. Engage CFO, COO, and line-of-business buyers on the metrics that matter in their industry, such as claims cycle time, fraud response, settlement speed, and case resolution. Connect legacy core extraction to adoption of Amazon Bedrock and AgentCore.

Lead the "first in" motion into emerging segments. These include core banking decomposition, claims and policy modernization, benefits and case management, citizen and member services, and agentic AI in regulated industries. Structure the commercial terms and executive sponsorship that turn early wins into referenceable, repeatable programs.

Own revenue, pipeline, and customer outcome targets. Run data-driven monthly business reviews, build a portfolio of referenceable customer success stories, and feed customer and field signals back into the AWS Transform roadmap and investment strategy.

A day in the life
No two days look the same — you're building a market that doesn't yet exist. You might spend the morning shaping a co-sell play with a Global Systems Integrator, then reframe a CFO's "mainframe migration" into a business-outcome conversation about claims cycle time or settlement speed. You'll orchestrate across Sales, SA, ProServe, and Partners to match the right partner stack to each opportunity, negotiate a partner agreement, and feed field signals back to the AWS Transform roadmap. You'll close the day reviewing pipeline health and partner contribution — and deciding where to place the next bet.

About the team
The Worldwide Specialist Organization (WWSO) is AWS's go-to-market engine for our most strategic technology areas. Within WWSO, this team drives the AWS Transform and Agentic Enterprise Modernization motion — helping customers unlock the business logic trapped in legacy core systems and reimagine it as cloud-native, AI-ready architecture powered by Amazon Bedrock and AgentCore. We operate as a partner-first, "first in" team, recruiting and co-selling with GSIs, Nimble SIs, and ISV-to-Delivery partners to deliver production outcomes at speed. We move with the autonomy of a startup and the reach of AWS.

About AWS
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.

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.

Basic Qualifications

- 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- 5+ years of developing, negotiating and executing business agreements experience
- 5+ years of working with Enterprise Application Modernization and Migration technologies, including, but not limited to, Mainframe, Serverless, Containers, or Cloud Operations experience
- Bachelor's degree
- Experience leading complex, multi-year initiatives that may be cross-functional and/or span business and technology

Preferred Qualifications

- Experience interpreting data and making business recommendations
- Experience interpreting data and making business recommendations across leadership and cross-functional teams
- Experience developing, leading, negotiating and executing corporate and/or business transactions
- Experience in Go-To-Market, Business Development, Sales, or Consulting
- Experience working with Enterprise Application Modernization and Migration technologies, including, but not limited to, Mainframe, Serverless, Containers, or Cloud Operations

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.