Sr Specialist BD

Do you have a passion for information security, with a background of representing security technologies to large enterprises? And do you have the business savvy and the technical background necessary to help establish Amazon as a key technology platform provider? If so; would you like to be part of a collaborative team that works to make a safer Internet by helping organizations manage their cloud digital risk? Amazon Web Services (AWS) is seeking a seasoned enterprise security BD representative in India to help us establish AWS as the market leader for security services that address our customers' needs.
At Amazon Web Services (AWS), customer obsession is in our DNA. As a security BD specialist you will have the opportunity to help drive the growth and shape the future of emerging technologies that will have a significant impact on our customer’s technical strategy. Your responsibilities will include driving revenue, service adoption, and market penetration of native security services such as Amazon GuardDuty, Amazon Inspector, Amazon Macie, AWS Key Management Service, and AWS CloudHSM. With a focus on customer outcomes, you’ll work to win new customers, grow existing customers, secure lighthouse customers, drive revenue for new services, and develop strategic partnerships. Our commitment to continuous improvement means you will also pursue customer feedback to help further evolve the roadmap of our cloud security service portfolio.
In this role, you will partner closely with the AWS sales teams (including account teams, solution architects, customer success, partners, demand generation, marketing, and more) to pursue security sales opportunities for AWS and partner services. You will work directly with some of the largest AWS customers, developing and exercising the necessary executive and technical relationships to advise them on strategies to improve their security posture through adoption and operationalization of cloud security services. You’ll contribute to the creation of scalable BD plays and programs that simplify and synthesize our key messages, and help to equip the broad ecosystem of AWS customer-facing teams with the knowledge and confidence to amplify your BD plays.
Key job responsibilities
•Drive revenue and adoption of native security services such as Amazon GuardDuty, Amazon Inspector, Amazon Macie, AWS Key Management Service, AWS CloudHSM and other AWS offering in a defined territory.
•Accelerate customer adoption by identifying specific customer segment & approach with a value proposition for using Amazon web services.
•Develop and execute against a comprehensive account/territory plan
•Create and articulate compelling value propositions around AWS security services
•Maintain an accurate forecast and various business reports.
•Create & articulate compelling value propositions around AWS services.
•Possess the technical ability to explain (not implement) AWS security offering.
•Meet or exceed quarterly revenue targets, and deliver business reviews to the senior management team.
•Develop long-term strategic relationships with key accounts and the security teams of our customers
A day in the life
A day in the life As a Security Sales Specialist, you own the AWS security Business in your allocated patch. Your primary focus will be engaging with different stake holders to build a plan for Security services and execute it. 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. You will Lead GTM to orchestrate sales motions for sales, marketing, partner, product, training, and professional services teams to accelerate adoption of Security offering of AWS. You will Leverage your deep domain expertise to create and implement best in class field enablement and sales strategy. You will support field teams in solution building for high priority customers. As the domain expert in region, you will Bring market signals back to product teams to drive innovation on AWS product roadmaps. You will own reporting and planning cadences to AWS executives on GTM plan execution and demonstrate thought leadership and be able to credibly represent AWS at industry events, conferences, symposiums, etc. You will Engage in account planning to identify target workloads that align to the customer business and technology drivers. Support the Account team with C-Level and customer decision-maker engagement to validate the customer drivers and leverage our proven and repeatable engagement approach to develop and close opportunities.. Go deep on discovery and assessment of customer application portfolio supported by business case and orchestrating deals across to win more workloads.
About the team
AWS Sales, Marketing, and Global Services (SMGS) 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. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.
Diverse Experiences
Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.
Why AWS
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
Mentorship and Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
We are open to hiring candidates to work out of one of the following locations:
Bengaluru, KA, IND | Gurugram, HR, IND | Mumbai, IND

BASIC QUALIFICATIONS

•The right person will possess 12+ years of experience in IT Direct field experience in working with enterprise accounts.
•8+ years of field sales or business development representing a large technology OEM portfolio to enterprise customers in security domain.
•Demonstrated ability to engage and influence C-level executives
•Strong sales competencies in the areas of Security (eg; Data Protection, Network & Application Protection, Detection and Response, Identity, and Edge services.
•Direct field experience in Security and Edge Security products or services

PREFERRED QUALIFICATIONS

•The ideal candidate will possess a proven track record that enables them to lead a sales effort that incorporates teaming with local AWS sales representatives, solutions architects, and partners.
•Strong written and verbal communications skills, consistent with developing C-level enterprise customer relationships
•Demonstrated ability to work across a matrixed, cross-functional team.
•Sales overlay experience (as a specialist, SME, etc)
•Experience working with or selling in cloud computing environments
•Be comfortable with ambiguity and curious to learn new skills

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