Sr. Business Development Manager - AWS Marketplace Security Category

DESCRIPTION

AWS Marketplace is looking for a Senior Business Development Manager (BDM) for Security to help power our Security strategy across multiple security domains. This role include defining the strategy, running the business, and managing a team to drive ISVs to list their software products on Marketplace. You will work across teams to set strategy and make the call on which targets to pursue to add value and selection for Buyers.

AWS Marketplace is a curated digital catalog customers can use to find, buy, deploy, and manage third-party software, data, and services that customers need to build solutions and run their businesses. To learn more about Marketplace, our categories and the services we support, please visit: https://aws.amazon.com/marketplace

This role will take over the responsibilities of enabling strategic sellers in Security establishing strategy across several security domains, including, but not limited to, data security, governance/risk and compliance, cloud... workload protection, endpoint protection, and firewalls. and driving a team to work with existing ISV product, business development and field organizations to define joint go-to-market programs (executed by the AWS Marketplace and Amazon Partner Network GTM teams).

Responsibilities may include:

• Manage a team of Security Category Leads that will deliver and operationalize a robust portfolio of security offerings across multiple security domains
• Engage and enable partner field organizations, channels and AWS Marketplace field enablement teams to create and drive revenue
• Ensure the execution of strategic business development plans for sellers while working with key internal stakeholders (e.g., service teams, legal, support)
• Identify specific customer segments and industry verticals to approach with a joint value proposition for using AWS
• Position AWS Marketplace for internal adoption by the partner organization
• Understand the technical requirements of our Security ISVs and work closely with the internal development teams to guide the direction of our product offerings
• Prepare and give business reviews to the AWS Executive Leadership team
• Manage Marketplace Seller contract negotiations for those not yet in Marketplace
• Handle complex business requirements and activities which drive selection

Our team is dedicated to supporting new members. We have a broad mix of experience levels and tenures, and we're building an environment that celebrates knowledge sharing and mentorship.

Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have ten employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. We have innovative benefit offerings, and we host annual and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences. Amazon's culture of inclusion is reinforced within our 14 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.

Our team also puts a high value on work-life balance. Striking a healthy balance between your personal and professional life is crucial to your happiness and success here, which is why we aren't focused on how many hours you spend at work or online. Instead, we're happy to offer a flexible schedule so you can have a more productive and well-balanced life-both in and outside of work.

You will be traveling around 30%-40% of the time with this role. Work hours are flexible and typically self-defined.
Mentorship and Career Growth
One of the keys to AWS's success is its top-tier product management culture. You will have the opportunity to work with multiple AWS business lines that can help you accelerate your career and bring ideas to market. You will be working closely with key internal stakeholders (e.g. Marketplace Product Management & Engineering, AWS field teams, AWS Services (e.g. S3, EC2), migration teams, services, legal, operations and support).

BASIC QUALIFICATIONS

• Bachelor's undergraduate degree.
• 10+ years' of partner experience, working across the Security software ecosystem; channels and technology companies in a customer, technical or partner facing role.
• 5+ years' experience working within enterprise software development industry.

PREFERRED QUALIFICATIONS

• MBA or Graduate degree OR STEM, or otherwise technical undergraduate degree
• 5+ years' experience managing direct reports
• 5+ years' experience working in the security partner ecosystem.
• 5+ years' experience with varying software licensing models.
• 5+ years' experience at a market leading ISV or customer.
  Any U.S. AWS Corporate offices or virtual locations will be considered depending on your experience and relative location to key stakeholders/AWS offices.

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit: https://www.amazon.jobs/en/disability/us

Pursuant to the San Francisco Fair Chance Ordinance, we will consider qualified applicants with arrest and conviction records.

Pursuant to the Los Angeles Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records