Sr. Database Sales Specialist, SMB

Are you a customer-obsessed builder with a passion for helping customers achieve their full potential Do you have the business savvy database and data infrastructure background and sales skills necessary to help companies transform their industries by positioning Amazon Web Services (AWS) as the database and data services provider of choice Do you love building new strategic and data-driven businesses Do you want to join the Database Specialty sales organization one of the most critical and fastest-growing organizations within AWS Join the US AWS Sales organization as a Sr. Database Sales Specialist!

As a Sr. Database Sales Specialist you will be at the forefront of driving adoption and revenue growth for AWSs purpose-built database services. Your role will involve identifying high-value customer opportunities within a specific territory and engaging with AWS customers to understand their needs and align them with AWS database solutions. You will leverage your consultative expertise to become a trusted advisor guiding customers in modernizing and deploying AWS database solutionssuch as Amazon Aurora Amazon DynamoDB Amazon RDS Amazon ElastiCache Amazon Neptune Amazon DocumentDB and Amazon Redshiftto unlock new value streams and solve key business problems through database modernization and migration. With a passion for developing high-potential opportunities and executing effective strategies you will own the full-cycle sales engagement plan from identifying qualified leads to realizing revenue. You will understand a customers business initiatives help craft account plans to achieve those initiatives identify and drive opportunity win plans to enable those business initiatives and ensure successful launch to realize both customer vision and AWS revenue. You will earn trust with Line of Business Application Development Data Engineering and IT personas. You will understand detailed business drivers in your forecast and intentionally work the best opportunities that maximize your ability to hit revenue goals.

You will maintain an in-depth knowledge of AWSs database services and relevant cross-functional areas to build strong relationships with customers. By driving the adoption of modern purpose-built database technologies you will play a pivotal role in propelling AWSs revenue growth while helping customers stay ahead of the curve in a rapidly evolving technological landscape. You exercise learn & be curious to articulate AWSs database strategy and the services we offer to accelerate database modernization and migration workloads. You conduct compelling executive conversations on the transformational possibilities of moving from legacy commercial databases to AWSs purpose-built database services while also being capable of helping our customers navigate which database services to evaluate for their use cases. You can describe the why and what of database modernization use cases and technical solutions at a 200-level with the detailed how being provided by solution architects.

Key job responsibilities
- Accelerate customer adoption by defining and implementing database domain-specific GTM strategies within your assigned accounts and technology domain. Your strategies will leverage AWS Sales and our partner ecosystem.
- Ideate with Line of Business and C-suite leaders building trust with your deep technical expertise and following through to help solve their most compelling business problems.
- Create & articulate compelling value propositions that address specific needs of your customers including TCO reduction performance improvement and operational efficiency gains from database modernization.
- Build and innovate: Co-develop GTM motions on new product launches and work with product teams on the creation of innovative new database services.
- Partner with system integrators to deliver on customer database migration and modernization projects.
- Collaborate cross-functionally to continuously strengthen AWSs database services value proposition.
- Gather voice-of-customer insights to inform product roadmaps and enhance the customer experience.
- Drive conversations to build credibility and earn trust with the account teams and customers.
- Drive sales efforts spanning multiple lines of business with decision-making authority and budget ownership.
- Engage systems integrators and closely collaborate with AWS partners to deliver maximum customer value.
- Develop and deliver compelling ROI and TCO analyses to drive adoption of AWS database solutions.

About the team
Welcome! This team leads Database Sales across SMB customers. We are constantly learning leading our customers in their database modernization journey and helping some of the most innovative companies transform their data infrastructure. We play a critical role in representing the voice of the customer to our internal stakeholders that make decisions about service features program development and market segment trends.

- 7 years of direct sales or business development in software cloud or SaaS markets selling to C-level executives experience
- 5 years of business development partner development sales or alliances management experience
- 3 years of Data sales experience

- Knowledge of data engineering pipelines cloud solutions ETL management databases visualizations and analytical platforms
- Experience proactively growing customer relationships within an account while expanding their understanding of the customers business
- Experience in direct sales or business development in software cloud or SaaS markets selling to C-level executives
- Experience developing detailed go to market plans
- Experience identifying developing negotiating and closing large-scale technology projects for global customers
- Experience in engineering computer science or MIS

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 for more information. If the country/region youre applying in isnt listed please contact your Recruiting Partner.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments restricted stock units (RSUs) and sales incentives. 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 MA Boston - 142800.00 - 193200.00 USD annually
USA NY New York - 157100.00 - 212600.00 USD annually
USA VA Arlington - 142800.00 - 193200.00 USD annually