Sr. GTM Specialist, Security & Compliance, WWSO Startups

Sr. GTM Specialist, Security & Compliance, WWSO Startups

DESCRIPTION
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? Join the Worldwide Specialist Organization (WWSO) Startup team as a Business Development Specialist!

The Worldwide Specialist Organization (WWSO) is part of AWS Sales, Marketing, and Global Services (SMGS), responsible for driving revenue, adoption, and growth from small- and mid-market accounts to enterprise-level customers including public sector. We work backwards from our customers' most complex 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.

The WWSO Startup team helps customers adopt our newest technologies. We want Startups to grow better when they choose AWS by recommending the right technologies and helping them get up and running quickly.

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

AWS services in scope span domains including Detection & Response, Data Protection, and Network & Application Protection. 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.

Key job responsibilities

1. 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.
2. Become a trusted business advisor within customer accounts through Technical Thought Leadership.
3. Develop and deploy programs that leverage AWS Field teams, as well as technology and consulting partner channels.
4. Collaborate with AWS Product and Technical teams to create solutions and programs that solve customer problems, including reference architectures, patterns, automation, and release plans.
5. Work with Marketing to develop and align digital marketing campaigns to drive awareness and demand.
6. 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

1. Relevant business development, GTM, sales, or consulting experience.
2. Technology domain experience in cybersecurity, cloud security, and compliance.
3. Hands-on understanding of cloud-based security products & services with experience running pilots and POCs.
4. Bachelor's Degree Required.

PREFERRED QUALIFICATIONS

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

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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.