Migration & Modernization Specialist, Nonprofits , AWS Global Nonprofit Business

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., 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.

• 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)

Pulled from the full job description

• AD&D insurance
• Parental leave
• Health insurance
• 401(k) matching
• Paid time off
• Vision insurance
• Dental insurance, 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., 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