Amazon

DESCRIPTION

Global Services Security (GSS) Business Development (BD) 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 Global Services (GS) 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.

As a Sr. Manager, GSS Tech BD leader focusing on security in the MENAT region, you will be responsible for driving AWS's security narrative and strategic initiatives across Middle East, North Africa, and Turkey. You will own significantly complex and strategic business-critical deals while developing comprehensive go-to-market strategies that align with VP/S-Team goals across multiple divisions. This role serves as a critical link between GS teams, services, and regional customer requirements, ensuring consistent delivery and messaging across the MENAT region.

You will be responsible for meeting and exceeding the GS security segment revenue plans, associated bookings, pipeline creation, and customer acquisition goals while addressing unique regional security requirements, data sovereignty needs, and regulatory compliance standards. This role is crucial in ensuring GS security segment growth throughout MENAT by developing and implementing strategies that consider local market nuances, geopolitical factors, and specific customer security requirements.

As a leader of leaders, you will be capable of developing world-class BD, specialist sales, security solution architects, and partner channel capabilities while orchestrating collaboration across AWS security teams to ensure consistent delivery approaches. The role requires building and leading high-performing customer-facing, partner-facing, and AWS account teams that continually raise the bar in understanding and addressing MENAT-specific security challenges. You will work closely with Security Assurance, EMEA Security, Global Security Services, Sovereign Cloud, and Security Solution Architect teams to create unified security solutions that meet both global standards and local requirements.

This role requires expertise in translating AWS's global security capabilities into solutions that address MENAT-specific challenges, including sovereign cloud requirements, regulatory compliance, and unique threat landscapes. The leader will manage the full BD lifecycle from identifying market opportunities through execution, with particular emphasis on understanding how AWS security services can be effectively deployed to meet stringent local requirements in areas such as data localization, supply chain security, and regulatory compliance.

Success in this role demands comprehensive knowledge across security domains including but not limited to: identity and access management, data protection, infrastructure security, compliance frameworks, and sovereign cloud operations. Deep familiarity with AWS security services and their strategic application in regulated industries is essential. The role requires a strategic thinker who can:

• Analyze regional geopolitical impacts on cybersecurity strategies
• Identify and address emerging security trends specific to MENAT
• Bridge gaps between global security capabilities and local requirements
• Influence stakeholders across multiple jurisdictions and regulatory environments
• Drive collaboration between AWS security teams, partners, and customers to deliver unified security solutions
• Develop innovative approaches to address the region's unique cybersecurity skills gap and cultural considerations

To excel in this position, candidates should demonstrate strong analytical and business acumen with particular focus on MENAT security market dynamics. They must possess exceptional problem-solving skills to translate ambiguous regional security requirements and regulatory frameworks into actionable implementation plans. The role requires data-driven decision-making capabilities to evaluate and prioritize security initiatives across diverse markets, and the ability to work effectively across various industries, regulatory environments, and geographies within the MENAT region. Success demands the ability to synthesize complex security, regulatory, and business requirements into clear strategies that drive adoption of AWS security solutions while meeting local sovereignty and compliance needs.

Key job responsibilities

• Lead and drive complex, strategic security initiatives across the MENAT region with substantial bottom-line impact, while ensuring alignment with AWS Global Services security strategy and regional requirements
• Develop and execute comprehensive regional security strategies that address unique MENAT market needs, data sovereignty requirements, and regulatory compliance frameworks
• Oversee cross-functional execution of go-to-market strategies that bridge global AWS security capabilities with local requirements, while developing best practices specific to the MENAT region
• Lead incubation business development for new security services/offerings across MENAT markets, identifying target customers, securing lighthouse references, experimenting with routes to market, and establishing scalable and repeatable sales motions that align with regional requirements
• Own robust goals for revenue, product/service adoption, and growth across MENAT markets
• Develop data-driven strategies for security revenue plans, including capacity planning across various teams and services portfolio
• Serve as the primary liaison between Global Services security teams and regional stakeholders, ensuring consistent security messaging and delivery approach
• Represent AWS security capabilities to C-Suite leaders at customers and partners, with deep understanding of regional security concerns and requirements
• Build and lead high-performing security specialist teams across the region
• Support AWS account teams and partner sales motions through specialist security expertise
• Make high-judgment decisions on deploying security expertise based on regional requirements and customer needs

BASIC QUALIFICATIONS

• 7+ years of developing, negotiating and executing business agreements experience
• 7+ years of business development, partnership management, or sourcing new business experience
• 7+ years of professional or military 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

• 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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