From Amazon's posting. “We” and “our” refer to the employer.
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-market strategies. 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.
Basic Qualifications
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
Preferred Qualifications
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
Equal Opportunity
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
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