AWS is seeking a Migration & Modernization Sales Specialist to drive migration revenue for the Nonprofit vertical within Worldwide Public Sector (
WWPS). You will be the ultimate owner of migration revenue goals across your territory — partnering with account teams to identify, pursue, and close migration opportunities within their customer base.
This role requires deep
AWS expertise, strong familiarity with Microsoft
Azure, and a customer-centric approach to helping nonprofits, NGOs, and social impact organizations modernize their IT estates. You will execute proven sales plays, develop migration-specific
GTM motions, and serve as the subject matter expert that account teams rely on to engage executives and win migration deals. If you excel at translating technical migration capabilities into business value that executive leaders understand, while consistently exceeding revenue targets, this is a great fit.
Key job responsibilities
Sales &
Pipeline Development
- Own and exceed quarterly/annual migration revenue goals; proactively grow Migration & Modernization service adoption across the nonprofit 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 nonprofit customers through end-to-end sales cycles from
discovery through agreement; negotiate
pricing, terms, and contracts
- 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 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 (
MAP, Nonprofit Credit Program) and provide migration best practices, risk mitigation, and compliance guidance for the nonprofit sector
- Support qualified RFPs and leads generated via Global Prospecting Day or field marketing
Customer Engagement & Ecosystem
- Build trusted relationships with nonprofit technology leaders and executives across NGOs, foundations, research institutions, and nonprofit financial institutions
- Evangelize
AWS migration externally at industry events, 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 outcomes
- Share customer insights with
AWS product teams; develop PFRs that shape service roadmaps
Leadership & Organizational Impact
- Serve as the migration SME consulted by customers, peers and account teams; share best practices, competitive intelligence, and
GTM learnings across the vertical
- Drive adoption of scalable processes to improve migration
GTM efficiency
A day in the life
This specialist's day balances technical depth with commercial execution — all without directly owning accounts. Mornings involve
pipeline reviews, account team stand-ups, and customer
discovery calls where they lead technical migration assessments (especially
Azure-to-
AWS competitive
positioning). Afternoons shift to partner alignment,
GTM strategy development (PR/FAQs, scalable sales plays), and
CRM hygiene — always operating as the migration SME that account teams pull in to advise executives, win deals and accelerate nonprofit cloud adoption.
About the team
The
AWS Nonprofit Business team sits within the Worldwide Public Sector (
WWPS) organization and is dedicated to helping nonprofit organizations harness the power of
AWS to advance their missions. We help these customers move to the cloud — from lift-and-shift infrastructure migrations to complex application and database modernization — while navigating the unique budgetary and operational realities of the social sector. We partner with customers,
AWS partners, and the broader nonprofit ecosystem to remove barriers to cloud adoption and deliver measurable outcomes that amplify mission impact.
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
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.
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.
- 5+ years of sales or sales management in infrastructure or cloud technology experience
- 2+ years of Amazon experience, or experience with
AWS services or other cloud offerings
- Knowledge of enterprise cloud strategies and distributed applications
- 2+ years of experience with Microsoft
Azure or Microsoft technologies (e.g.,
Azure VMs,
Azure SQL, Windows Server, Active Directory, Microsoft 365) in a sales, technical, or competitive
positioning capacity
- Experience with or passion for nonprofit organizations, NGOs, foundations, or social impact — with understanding of their unique budget constraints and mission-driven priorities
- Experience with
AWS MAP or similar migration frameworks across diverse scenarios (database, VMware, mainframe, storage, application re-platforming)
- Deep knowledge of Microsoft licensing models; experience with Optimization and Licensing Assessments (OLAs)
-
AWS Certifications (Solutions Architect, Database Specialty) and/or
Azure certifications (AZ-900, AZ-104, AZ-305)
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, 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 https://amazon.jobs/en/benefits.
USA, VA, Arlington - 142,800.00 - 193,200.00 USD annually
USA, WA, Seattle - 142,800.00 - 193,200.00 USD annually