As
AWS continues to rapidly grow, we seek a senior executive candidate to lead a strategic
organization driving adoption of Amazon Web Services within our Independent Software Vendor
(
ISV)
Segment focused on Security ISVs. This leader will manage a double-digit, multi-billion-
dollar business comprised of sales leaders and their teams, with responsibility for driving
significant revenue growth through software companies that build on
AWS, and co-develop joint
industry solutions. This is an exciting opportunity to lead a business that is shaping the future of
cloud and AI by inspiring a sales organization dedicated to helping Security
ISV customers build
and deliver AI solutions leveraging
AWS services and other
ISV parters. The role encompasses a
dual
go-to-market motion: selling
AWS workloads and services directly to
ISV customers while
simultaneously working with the
ISV and the partner organization to enable joint
go-to-marketstrategies. The
ISV customers managed by this leader are also global in nature. You will lead a
multifaceted business that requires deep understanding of
ISV dynamics as a customer and a
partner, technical integration requirements, and executive-level relationship management. The
organization manages the most visible and strategic security software companies that have
regular involvement from
AWS’ CEO and their directs. This requires the leader to create and
execute a strategic vision for the business to scale operations and preserve critical relationships
across technical organizations and service teams.
The machine speed of cyber-attacks such AI Driven Zero-Day attacks and Dark LLMs, has raised
the diversity of security threats that these ISVs must defend against. AI is lowering the barrier to
entry for attackers, enabling even unsophisticated actors to execute complex, large-scale
operations with unprecedented speed, forcing security ISVs to re-architect products around
automation,
real-time response, and continuous threat exposure management rather than
reactive defense. This is where a Security industry Sales Director will be a strategic asset for the
business: one who understands not only infrastructure, but the specific technical decisions
security ISVs face as they build solutions on
AWS.
Key job responsibilities
• Drive adoption of
AWS's full suite of services into Strategic
ISV customers across security
solutions, exceeding annual revenue targets for a multibillion-dollar business
• Execute a comprehensive strategy inclusive of
GTM programs to drive adoption of
ISV partners'
products, working closely with sales, marketing,
ISV service teams, and partner organizations
• Manage complex, multifaceted sales cycles involving workload migrations, platform
integrations, and technical collaborations across
ISV service teams and technology organizations
• Collaborate with the
ISV and the
AWS partner organization on co-sell initiatives to help ISVs
reach market and drive mutual revenue growth
• Build and leverage relationships with internal and external stakeholders at the executive level to
further adoption of
AWS services in the market and influence strategic decisions
• Scale sales operations to support ISVs as they graduate from startup programs into mature
enterprise accounts, ensuring continuity and growth
• Execute
AWS operating cadences and represent a consolidated view of the
ISV business to senior
AWS leaders
• Develop and execute against a set of goals including customer references, support, professional
services, and training
• Lead a Customer Obsessed business that delights
ISV partners and their end customers through
innovation and operational excellence
• Work cross-functionally across internal
AWS organizations (sales, partner teams, BD, product
teams) and externally with
ISV executives to deliver business growth for
AWS and
ISV partners
• Create an inspirational environment across all the individuals in the organization whereby
people will want to join this team due to strength of your leadership.
• 15+ years of technology-related sales management and field operations experience working for a
software or cloud solutions vendor leading teams that sell to Fortune 2000 accounts
• 10+ years of second-line management experience (manager of managers) leading sales
organizations
• 10+ years of experience managing sales organizations with significant revenue responsibility
• Proven experience in
ISV sales, partner ecosystem management, or related technology sales
roles
Bachelor's Degree in Computer Science or a related field
• Expertise in business applications technologies
• Experience with frontier AI applications and emerging technology trends
• A technical background in solution architecture or sales engineering
• MBA/MS degree in relevant field
• Professional experience architecting/operating solutions built on
AWS• History of successful technical consulting or sales engineering leadership
• Track record of developing sustainable new business in
ISV or partner channels
• Extensive
ISV and partner network
• Strong verbal and written communications skills
• Experience in identifying, developing, negotiating, and closing large-scale technology deals with
ISVs
• Experience in positioning and selling technology in new market segments
• Experience communicating and presenting to C-level executives and senior leadership
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
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, CA, San Francisco - 246,800.00 - 333,900.00 USD annually