Migration Sales Lead

Job description

from Amazon careers

AWS is seeking a Migration Sales Lead to drive large-scale migration and modernization revenue growth in Taiwan. You will be the subject-matter expert that account teams rely on to identify, pursue, and close migration opportunities — with a strong focus on on-premises to cloud migrations and cloud-to-cloud workload transitions (including VMware estate migrations and competitive cloud repatriation).

This role operates in an overlay model — partnering with account teams without directly owning customer relationships — to proactively identify high-propensity migration targets, build compelling business cases, and guide customers through end-to-end migration journeys. You will own opportunities from the Qualified stage forward — driving pipeline creation, accelerating deal velocity, and building scalable go-to-market capabilities that extend your impact across Taiwan's customer base.

If you excel at translating technical migration capabilities into business value while consistently exceeding revenue targets, this is the role for you.

Key job responsibilities
Sales & Pipeline Development
- Own and exceed quarterly/annual Migration & Modernization revenue goals for Taiwan
- Build and manage pipeline across diverse migration scenarios: **on-premises to AWS (VMware, Windows, databases, mainframe, storage)** and **cloud-to-cloud**
- Execute proven sales plays and develop new GTM strategies to accelerate customer migrations to AWS
- Identify high-value migration opportunities within accounts; engage customers, partners, and account teams to win
- Guide enterprise customers through end-to-end sales cycles from discovery through agreement; negotiate pricing, terms, and commercial constructs
- Build scalable GTM mechanisms — campaigns, enablement content, and repeatable plays — that drive pipeline creation across a broad territory
- Maintain accurate forecasting via CRM tools; report on pipeline health and business trends to leadership

Technical Sales & Solution Positioning
- Assess customer on-premises and multi-cloud estates; 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 (CIO/CTO/VP Infrastructure)
- Advise on **licensing strategies** and competitive cloud migration paths as a differentiator
- Guide customers to enroll in AWS programs: **Migration Acceleration Program (MAP), VMware migration programs, Application Modernization initiatives**
- Conduct infrastructure assessments and collaborate with Solutions Architects to deliver architecture design workshops and POCs
- Provide best practices, risk mitigation guidance, and compliance considerations relevant to Taiwan's enterprise environment

Customer Engagement & Ecosystem
- Build trusted relationships with enterprise CxOs, IT Directors, and infrastructure leadership
- Evangelize AWS migration and modernization capabilities at industry events, executive roundtables, and customer workshops
- Collaborate with account teams, Solutions Architects, partners (SIs, MSPs), and Professional Services to drive end-to-end migration outcomes
- Share customer insights (Voice of the Customer) with AWS product teams; develop PFRs that shape service roadmaps
- Create lighthouse references and customer success stories for Taiwan market

Leadership & Organizational Impact
- Serve as the Migration & Modernization SME consulted by peers and account teams in Taiwan
- Drive adoption of scalable processes and mechanisms to improve migration GTM efficiency
- Enable account teams through training sessions, competitive intelligence, and reusable playbooks

Basic Qualifications

- 3+ years of virtualization environment experience based on Microsoft Hyper-V, KVM, and VMware products experience
- 8+ years of technology sales experience in infrastructure, cloud, or enterprise software
- 3+ years of experience with cloud infrastructure or migration-related services (compute, storage, databases, virtualization, application re-platforming) in a sales, pre-sales, or technical capacity
- Experience in an overlay or specialist sales capacity — influencing revenue in partnership with account teams without directly owning the customer relationship
- Fluent in Mandarin Chinese; business-level English proficiency

Preferred Qualifications

- Experience selling into or working for large companies
- Experience communicating across technical and non-technical audiences, including executive level stakeholders or clients
- Experience in large complex deal negotiations with a successful track record

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