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Head of Worldwide Security and Identity Services Business Development

Company: Amazon
Location: Seattle
Posted on: July 12, 2018

Job Description:

Job Description






Cloud computing has become the new normal for companies of all sizes providing agility and innovation with significant cost and scaling capabilities. Cloud security is the highest priority at AWS providing customers with the ability to build and operate their businesses at scale. The AWS cloud is designed to be more secure than traditional data centers. AWS provides security capabilities and services to protect customer privacy, data, and meet strict compliance requirements. We have a world-class team of security experts monitoring our systems 24/7 to protect customer content. As we continue to build additional security services and capabilities we will address the evolving requirements from our customer CISO's with innovative services such as Amazon GuardDuty, Amazon Macie, AWS Shield, AWS WAF and Amazon Inspector.

AWS is seeking a Senior Manager to join Incubation Business Development to build and lead the global Security and Identity BD team bringing our security services to market and build this dynamic business. The Incubation BD team is responsible for defining, building and leading an integrated go to market strategy across the growing portfolio of security services. The Business Development Managers (BDMs) and Solution Architects (SAs) on this team work with AWS sales and technical teams directly on specific customer deployments and interface with the AWS Security Service product management and development teams regarding customer and partner requirements. The Security and Identity Services BD team works closely with AWS business development, sales, marketing and partner teams worldwide to position the AWS Security Services for customers and partners, and provide guidance on the benefits customers and partners can achieve with our services and infrastructure. The senior manager of this team will be vital to ensuring smooth and effective cross functional collaboration across internal teams and continue to evolve the security services strategy on behalf of our customers.

In addition, the Incubation BD team defines and drives the process that the organization follows to accelerate sales and partner engagements of the AWS Security Services portfolio. The BDMs synthesize data and information gathered from these customer and partner engagements into a go-to-market strategy for the AWS Security Services to successfully promote and sell this portfolio of existing and emerging services. This entails deriving succinct findings, developing strategic insights, and persuasively communicating those findings and perspectives from customer engagements to product and sales teams, including senior management. The senior manager will oversee this process across the team and ensure that each team member has developed the proper go-to-market strategy for their service and implemented the mechanisms to successfully execute that GTM.

The ideal candidate will possess a business background with deep knowledge and experience with security services in areas such as identity, access management, DDoS protection, web application firewall, encryption, data exfiltration, intrusion detection/prevention. The candidate will have the technical depth and business experience to easily communicate the benefits of security services in the AWS cloud to the CISO, executive leaders in DevSec Ops and security conscious developers. The ideal candidate will have a demonstrated ability to think strategically and long-term about the needs of complex global businesses and be deeply familiar with complex legacy IT environments, managed enterprise IT infrastructure services, and the security of Enterprise applications. The candidate will have done market analysis, deal negotiation and construction, business operations, and can create scalable programs that apply holistic approaches to selling to Enterprises and Enterprise Partners. Finally the candidate will have experience managing high performance teams, ideally across virtual or geographical disperse teams.

Roles & Responsibilities:
- Manage the team of Security and Identity Business Development Managers and Solution Architects across the entire external security services portfolio;
- Define, build and deploy enterprise focused sales and business development campaigns aligned with AWS security services offering;
- Scale and support the ongoing messaging for business development and sales teams enabling the delivery of the AWS Security services value proposition to enterprise customers and partners;
- Drive field and partner readiness for enterprise customers
- Serve as an evangelist for AWS Security Services within AWS, and externally within the IT security services industry
- Develops a standard market intelligence framework and dynamic analytic model to be utilized by the AWS sales, business development and marketing teams;
- Build collective mindshare for augmenting the AWS security services portfolio;
- Establish ways to measure and track metrics related to adoption of the AWS Security Services portfolio, and to make improvements to the approach based on those measurements;
- Prepare and give business reviews to the senior management team regarding progress and metrics.














Basic Qualifications









- The ideal candidate possess 10-15 years of enterprise IT selling and/or business development with hosted, managed or preferably cloud security services
- 5+ years managing high performance sales, business development or product management teams in a security industry;
- Solid enterprise negotiation skills;
- Strong business and financial acumen;
- Strong analytical skills, and demonstrated ability to turn detailed data analysis into useful strategic insight in order to drive customer adoption and make appropriate recommendations to the business;
- Experience with, and detailed knowledge of the security services markets and insights related to cloud computing,
- Strong verbal and written communications skills are a must, as well as leadership skills.
- Demonstrated ability to work effectively across internal and external organizations is key














Preferred Qualifications









- Experience as a Security Architect, Security Director, or CISO
- Experience selling to Fortune 1000 and/or Global 2000 organizations;
- Deep experience with cloud computing and or related fields
- Computer Science or Information Security degree from a top educational institution or relevant experience;
- MBA or equivalent relevant business experience.






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Keywords: Amazon, Seattle, Head of Worldwide Security and Identity Services Business Development, Other, Seattle, Washington

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