Director, NAMER ISV Sales, Security

• 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.