Tech Business Dev, Security, GEO Lead, KSA, Global Services Security Business Development & GTM

DESCRIPTION

Global Services Security (GSS) Business Development plays a central role in AWS customers’ transformative cloud journeys, deeply integrating people expertise and technology capabilities at scale to shape customers’ end-to-end experiences with AWS security products and services. Across our key customer adoption success services – Training & Certification, Professional Services, Support Operations, Managed Services and Security – GS builders make an impact every day across millions of individuals and thousands of customers ranging from Start-ups to Enterprises. Together with AWS Partners, GSS enables and accelerates customers, unlocks value, drives AWS adoption, and helps transform businesses and public sector organizations across the globe, and we are propelled by our pursuit to be a differentiator when customers are evaluating cloud providers. The impact GSS has on customers is as diverse as it is significant, helping them upskill their workforce, and with landing, operating, modernizing, and transforming their workloads on AWS, with value-add partners and security embedded throughout.

Global Services Security BD segment leader for KSA is responsible for meeting and exceeding the GS Security segment revenue plans, and associated bookings, pipeline creation, and customer acquisition goals. Buck stops with this role in ensuring that the GS Security segment meets its top-line financial plans, while staying within the planned cost of sales, HC, and level mix constraints. This is a leader of leader role, capable of developing world-class BD, specialist sales, and partner channel capabilities for the segment. The leader is responsible for building a high performing team and leading a customer-facing, partner-facing, and AWS account teams-facing organization that continually raises bar, staying ahead of the needs of the BD / specialist sales / partner channel needs for the segment.

The right candidate will have demonstrated experience in thinking big with the customer c-suite and influencing strategic cloud adoption decisions and adoption roadmaps with the customer c-suite, lines of business leaders, CEOs, and their Board. They will have demonstrated experience leading business development, specialist sales, and supporting partner channel development preferably in multiple security sub domains and across the product life-cycle, from incubation, to specialist sales opportunities support, to scaling through mechanisms, identifying and capitalizing on repeatable patterns, thought leadership content, partners, and have a track record of delivering results. Deep understanding of AWS security services, GS Security services / offerings, and other security offerings within the Global Services portfolio will be very helpful for a fast-start. The role will need a strong analytical acumen, synthesis, structuring, and problem-solving skills to translate ambiguous and incomplete information into actionable plans, mechanisms, and deliver results. Experience leading teams with diverse skill-sets ranging from incubation, specialist sales, scaling through plays, content, digital campaigns, mechanisms, and through partners is highly preferred.

Key job responsibilities

– Consistently achieve top line revenue, bookings, pipeline, and customer acquisition goals monthly, quarterly, and annually year over year. Consistently plan and forecast results with high degree of accuracy.

– Develop a high judgment and data-driven point of view on the role-mix, level-mix, skill-mix, and selling productivity needed to meet the annual security revenue plans for the segment, including capacity tradeoffs between the various teams (e.g., incubation, specialist sales, scale motions, partners, thought leadership, etc.) and the services / offerings portfolio

– Lead incubation business development for new services / offerings, identifying target customers, securing lighthouse references, experimenting with routes to market, and establishing repeatable sales motions that can be handed off to security specialist sales and AWS account teams

– Lead business development (co-sell, while supporting co-build and co-market) with partners, effectively integrating partner reach and value-add in the selling process – Support AWS account teams and partner sales motions through specialist security expertise, making high judgment and data driven decisions on opportunities to deploy (scarce) specialist security expertise

– Scale the business through execution of GTM motions, mechanisms, and roles else-where in AWS

BASIC QUALIFICATIONS

– 10+ years’ experience in security, compliance, and risk management

– 5+ years of relevant experience in BD / sales in security products, services, or security consulting services roles

– 5+ years of experience in strategic business development roles with customer c-suite with demonstrated results, 7+ years of developing, negotiating and executing business agreements experience

– 7+ years of business development, partnership management, or sourcing new business experience

– Experience writing technical articles, speaking at technology conferences, and contributing to open source, experience developing and executing on GTM strategies that are large in scope

PREFERRED QUALIFICATIONS

– 5+ years of relevant experience in cloud security

– Experience in global or international roles

– BS degree in computer science, engineering, business or mathematics

– Advanced degrees in engineering and / or computer science

– Visible thought leadership on relevant topics related to cloud-based security technologies

– Experience developing, deploying and managing AI products at scale

– Experience interfacing with customers (Enterprise, SMB, and Startups) and ability to convert customer requirements to high level architecture solutions to build on

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