Senior GTM Specialist Migration & Modernization, FR

AWS is seeking an experienced Senior Migration & Modernization Business Development Manager to join our EMEA Global Sales team based in Paris, France. This role is critically important as migrations & modernizations are a top strategic priority for AWS.
Migration and modernization initiatives are key drivers of our business and essential for customer success. Whether motivated by cost savings, data center consolidation, or technology lifecycle events, customers expect more than just operational efficiencies. While achieving 25-50% cost reductions, they aim to increase business agility, transform customer experiences, and drive new innovations leveraging AWS's cloud capabilities.

AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector.

Key job responsibilities
• Spearhead go-to-market campaigns tailored to the French market and verticals to capture major migration and modernization opportunities.
• Closely partner with account teams, solutions architects, professional services, partners, and stakeholders to embed migration/modernization into customer journeys.
• Consult with customer executives (CXO) on complex, multi-year cloud migration and modernization roadmaps, architecting robust solutions, mitigating risks, optimizing costs, and building compelling business cases.
• Leverage AWS's Migration & Modernisation programs (DC Exit, Migration Acceleration Program) and craft custom commercial constructs addressing unique customer needs.
• Position AWS's differentiated migration/modernization approach at events, executive briefings, and with industry analysts.
• Develop repeatable solutions for common workloads while tailoring proposals to specific customer requirements.
• Provide strategic oversight to delivery teams ensuring AWS exceeds customer expectations.
• Escalate concerns promptly to leadership to maximize customer value delivery.
• Analyze market trends and provide feedback to continuously enhance AWS's market-leading migration/modernization capabilities.

The key focus is identifying large-scale migration and modernization opportunities, orchestrating the full deal lifecycle, and serving as an expert advisor to customers and account teams. Core responsibilities include building pipeline by prospecting migration prospects and scheduling meetings, maintaining accurate Salesforce data, and ensuring sufficient coverage. Progress deals by leading requirements gathering, conducting bi-weekly deal reviews, submitting approvals, and executing steps to close forecasted deals. Communicate status, enable the field through training, and gather feedback. Ensure customer success by documenting criteria for closed migration/modernization deals and conducting quarterly reviews.
The role combines migration/modernization expertise with deal facilitation to drive these strategic opportunities from creation through customer realization.


A day in the life
Diverse Experiences
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QUALIFICATIONS DE BASE
• Bachelor's degree in Business, Engineering, Mathematics or related field. MBA or equivalent experience preferred. Strong written and verbal communication skills.
• 10+ years experience in complex integration engagements in Public Sector and commercial customers
• 10+ years Proven experience executing campaigns targeting defined market segments with strong pipeline creation.
• 10+ years expertise in cloud migration journeys, application modernization strategies (7 R's model), and customer buying criteria.
• Ability to build consensus across virtual teams through compelling written/verbal proposals. Familiarity with commercial models, negotiating large technology contracts.

QUALIFICATIONS APPRÉCIÉES
Preferred qualifications
• Experience interpreting data and making business recommendations, especially business case creation and return on investment topics.
• Experience identifying, negotiating, and executing complex multi year projects.
• CxO/board relationship and engagement experience


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