Director, NAMER ISV Sales, Security

Senior Executive Role Leading Amazon Web Services Adoption

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 partners. 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