Sr. GTM Specialist, Security & Compliance, WWSO Startups, EMEA

Are you a customer-obsessed builder with a passion for helping customers achieve their full potential? Do you have a background in Security & Compliance, and the Startup space, as well as the technical sales skills necessary to help position AWS as the cloud provider of choice for customers? Do you love building new strategic and data-driven businesses? Join the Worldwide Specialist Organization (WWSO) Startup team as a Business Development Specialist!

WWSO Intro
The Worldwide Specialist Organization (WWSO) is part of AWS Sales, Marketing, and Global Services (SMGS), which is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. We work backwards from our customers’ most complex and business critical problems to build and execute go-to-market plans that turn AWS ideas into multi-billion-dollar businesses. WWSO teams include business development, specialist and technical solutions architecture. As part of WWSO, you'll provide expertise across the entire life cycle of an AWS customer initiative, from developing ideas for new services to accelerating the adoption of established businesses. We pride ourselves on thinking big, delivering exceptional results for our customers, and working across AWS as #OneTeam.

Team Intro:
The WWSO team helps customers adopt our newest and most advantageous technologies. We are technology specialists. The WWSO Startup team is a team dedicated to helping Startups scale quickly and cost-effectively on AWS. We want Startups to grow better when they choose AWS and we make it easier by recommending the right technologies and then by helping Startups get up and running quickly.

Within WWSO, this position is a part of the Startup Specialist team, where you will lead GTM strategy for AWS Security services for startup customers in EMEA. Startups have specific requirements when it comes to security & compliance, so this role will focus on aspects of the startup lifecycle to enable their solutions to be securely architected at the right level at the right time in their evolution. Working with a Specialist Solution Architect you will support startups to build securely while maintaining cost effectiveness, support their cybersecurity requirements, help them meet compliance requirements for their target industries (such as healthcare & life sciences, and fintech) and use AWS’ security services optimally.

AWS services in scope span domains including Detection & Response (Amazon GuardDuty, Amazon Inspector, AWS Security Hub, Amazon Detective, Amazon Security Lake), Data Protection (AWS Key Management Services, AWS CloudHSM, Amazon Macie, AWS Certificate Manager, AWS Private CA, AWS Secrets Manager, AWS Signer, AWS Payments Cryptography), Network & Application Protection (AWS Shield, AWS WAF, AWS Firewall Manager, AWS Network Firewall, AWS DNS Firewall). Across these domains and services, we create sales plays, leverage partners, and build new initiatives that drive results for our customers.

We provide critical feedback from customers to inform our product roadmap, and work closely with our partner network to build an ecosystem supporting our customers’ goals. When a customer needs to innovate and requires a new way to leverage AWS, they count on us to innovate with them to build and deliver what they need.


Key job responsibilities
* Interact at the CxO/VP level, as well as with the CISO, developers and technical architects, to ease adoption, develop pipeline, secure lighthouse customers, drive top-line revenue, and explore strategic partnerships.
* Become a trusted business advisor within customer accounts through Technical Thought Leadership.
* Develop and deploy programs that leverage AWS Field teams, as well as technology and consulting partner channels.
* Collaborate with AWS Product and Technical teams to create solutions and programs that solve customer problems, including reference architectures, patterns, automation, and release plan.
* Work with Marketing to develop and align digital marketing campaigns to drive awareness and demand.
* Own the GTM strategy and execution for Security & Compliance in EMEA, collaborating with teams in the field including Sales, Partners, Marketing, and other Specialists.

Basic Qualifications

- Relevant business development, GTM, sales, or consulting experience.
- Technology domain experience in cybersecurity, cloud security and compliance. Experience driving partnerships and developing joint go-to-market strategies with security ISVs
- Hands-on understanding of cloud-based security products & services with experience running pilots and POCs to demonstrate capabilities to prospects.
- Bachelor’s Degree Required.

Preferred Qualifications

- Startup background and experience at a VC or PE-backed firm in a Product, BD, or Sales Executive capacity.
- Established track record of building rapport with Startup executives and closing strategic deals.
- Familiarity with open-source software used by Startups and working knowledge of software development tools and methodologies.
- Strong data-based storytelling skills with a high degree of comfort speaking with Startup executives and developers.
- Recognized industry expertise in primary discipline(s) with proven public speaking prowess.
- Cloud expertise as demonstrated by one or more cloud certifications.
- Advanced degree highly preferred, especially an MBA or MS in CS or Engineering.

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