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.
