Sr. Database Sales Specialist, Enterprise

We are seeking a customer-obsessed, highly motivated Database Specialist to join our Data & AI Specialist team in Japan. This is a domain specialist position for someone who can own the full database conversation — from legacy commercial database estates through migration and modernization, all the way to purpose-built and open-source architectures on AWS.

There are multiple open positions with the potential to focus on both commercial and public sector accounts in Japan.

Key job responsibilities
• Own the end-to-end database conversation from commercial database migration (Oracle, SQL Server, DB2), to open-source conversion (PostgreSQL, MySQL), to purpose-built non-relational databases (key-value, document, graph, in-memory, time-series).
• Drive Database GTM strategy. Define and execute account-level go-to-market plans for AWS database technologies, leveraging the broader AWS sales team and partner ecosystem.
• Be the domain authority. Act as the primary Database specialist within your accounts, leading all customer engagements related to database platform strategy, migration planning, and workload modernization.
• Bridge technical and business stakeholders. Translate complex database migration risks, TCO models, and architectural trade-offs into compelling business narratives for Line of Business and C-suite leaders.
• Commercial database conversions. Help customers reduce dependency on expensive commercial database licenses by identifying migration paths, proving out open-source alternatives, and demonstrating the value of purpose-built databases for specific workload patterns.
• Build and innovate. Co-develop GTM motions for new product launches and contribute customer insights directly to AWS product teams to influence the database services roadmap.
• Leverage the partner ecosystem. Collaborate with database-focused partners and global/regional system integrators to design and deliver database migration and modernization programs at scale.

About the team
The Data & AI Specialist Team is composed of deep domain experts embedded within account teams across Japan. We work at the intersection of technology and business helping customers think big about their data strategy and delivering the specialized expertise needed to make it real.

We are responsible for account planning, opportunity identification, and pursuit. We stay closely connected to our customers and bring valuable field insights back to our product teams, directly strengthening the AWS database roadmap. Our team thrives when customers are ready to migrate and modernize their most critical database workloads.

Basic Qualifications

- 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
- 5+ years of hands-on experience in the database domain, with demonstrated understanding of commercial databases (Oracle, SQL Server), open-source databases (PostgreSQL, MySQL), and/or non-relational databases (document, key-value, graph)
- Proven ability to engage credibly with both technical practitioners (DBAs, infrastructure engineers, application developers) and business decision-makers (LOB leaders, C-suite)
- Business-level fluency in Japanese

Preferred Qualifications

- Business-level fluency in English
- Experience positioning and selling technology to new customers and new market segments
- Experience developing detailed go to market plans
- Experience identifying, developing, negotiating, and closing large-scale technology deals

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