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
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
