Senior Enterprise Sales Specialist, Cloud Infrastructure Retail

Do you obsess over customer outcomes?

We're looking for a Senior Enterprise Sales Specialist, Cloud Infrastructure who starts with the customer's business challenge, works backwards from their goals, and builds migration and modernisation solutions that deliver real, measurable value across the full AWS platform.

Join a team of driven sales specialists focused on helping UK and Ireland customers achieve transformational business outcomes through cloud migration and modernisation. You will earn trust by deeply understanding each customer's priorities, then build pipeline and close revenue by positioning migration not as a technology project but as the fastest path to the business results they care about.

The ideal candidate is a quota-carrying sales specialist who leads with customer empathy and backs it with technical credibility. You engage at CXO level to understand business pain, and propose solutions that genuinely solve problems. You see migration as the commercial catalyst for larger transformation programmes that culminate in AI adoption and intelligent automation, and you build pipeline by earning trust and demonstrating long-term value. You thrive in ambiguity, own outcomes end-to-end, and make decisions independently. You are a self-starter, ready to develop and execute account and territory plans that exceed targets. You bring strong knowledge of SaaS and on-premises infrastructure (Nutanix, VMware, Hyper-V), colocation and hosting environments, and cloud platforms (GCP, Azure), along with a working understanding of Microsoft licensing and enterprise agreements.

How you will spend your time

80% working directly with customers: understanding their business objectives, uncovering what success looks like for them, and designing the most effective path from migration through to full platform value on AWS.
20% creating campaigns and building thought leadership: developing strategic campaigns that generate net-new pipeline and establishing yourself as a trusted voice in your domain.
You will engage across the full transformation lifecycle:

Migrate: infrastructure landing and workload mobility
Modernise: application refactoring, containerisation, serverless adoption
Activate Data: analytics, lake formation, AI/ML readiness
Deploy Applications: GenAI, agentic workloads, intelligent automation
Your role is to find, build, and close opportunities across this lifecycle, always starting from the customer's desired outcomes and working backwards to the right solution.

Key job responsibilities

• Deeply understand customer business objectives, industry dynamics, and competitive pressures to identify where migration and modernisation can deliver the highest-impact outcomes.
• Generate and manage pipeline for AWS Migrations and Modernisations within defined verticals in the UK and Ireland, rooted in genuine customer need.
• Identify, qualify and close M&M deals from the largest, priority customers and targets in your verticals, positioning migration as the entry point to broader platform value that solves real business problems.
• Think Big: own the strategy to grow the migration and modernisation business in your territory. Design and execute campaigns, create new routes to market, and identify untapped customer segments or use cases that expand the addressable opportunity beyond today's pipeline.
• Drive thought leadership that tells the end-to-end transformation story: from migration through modernisation, data activation, and AI deployment. Create content, deliver keynotes, host executive roundtables, and build market awareness that positions AWS as the platform for customers building the company of the future.
• Develop and deliver executive-level narratives that start with the customer's challenges: cost pressure, speed to market, data-driven decision making, operational resilience, and map these to migration and modernisation outcomes.
• Build compelling commercial propositions that connect migration events with data modernisation, AI adoption, and agentic business transformation, always anchored to customer-defined success metrics.
• Position AI and GenAI as the outcome layer of migration: help customers see how moving to AWS unlocks access to services like Amazon Bedrock, SageMaker, and partner AI technologies (e.g. Anthropic Claude) to drive competitive advantage post-migration.
• Own revenue targets across the full transformation lifecycle. Drive upsell and expansion by delivering on earlier promises and demonstrating measurable customer value at each stage.
• Work cross-functionally with Solutions Architects, Customer Success, Partner teams, Professional Services, and Product to inventory customers' existing software estates, build business cases for transformation, develop implementation plans, and close agreements.
• Build and execute co-sell motions with Global Systems Integrators (e.g. Accenture, Deloitte, TCS, Wipro) and strategic technology partners (e.g. Anthropic, Databricks) to bring joint migration-to-AI propositions to market and accelerate deal cycles.
• Leverage the AWS partner ecosystem to ensure customers get the right delivery support across large-scale migration and modernisation programmes.
• Respond to RFI/RFPs with differentiated, platform-level proposals that address what customers actually asked for, not generic capability decks.
• Maintain an accurate pipeline and forecast; deliver predictable revenue against quota.
• Act as the voice of the customer internally: feed customer insights back to product, engineering, and partner teams to improve the AWS migration and modernisation experience.
• Travel to customer sites across the UK and Ireland as needed

About the team
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.

Basic qualifications

• Experience in sales or sales management of infrastructure or cloud technology
• Experience in management of large, complex enterprise accounts or equivalent
• Experience in large complex deal negotiations with a successful track record
• Experience in virtualization environments based on Microsoft Hyper-V, KVM, and VMware products
• Experience of large-scale migration/data centre exit projects and key migration phases

Preferred qualifications

- Bachelor's degree or above

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