Upwind Security

Solutions Engineer

• Hire, manage, and guide a team of Solutions Architects by providing both technical leadership and career development support.
• Be deeply involved in customer-facing engagements, serving as an escalation point for the SA team and helping drive complex problem-solving initiatives for strategic customers.
• Enable the SA organization’s success by building scalable strategies, improving processes, identifying operational gaps, and addressing challenges at the root-cause level.
• Set goals for your team in collaboration with Sales and other cross-functional stakeholders to establish clear expectations, accountability, and measurable performance outcomes.
• Act as a technical sponsor for high-value strategic customers and advise them on their overall security adoption strategies, use case scoping, and POC execution.
• Partner closely with Industries sales leadership to identify new strategies to drive adoption of Upwind products across specific verticals and horizontal use cases.
• Work cross-functionally with Product, Engineering, and Marketing teams to influence roadmap priorities, amplify customer feedback, remove blockers to adoption, and improve go-to-market effectiveness.
• Coach and mentor the SA team on customer engagement, technical strategy, and execution excellence while helping guide the overall direction and maturity of the organization.
• Travel to customer sites or conferences for executive-level sessions, technical workshops, and relationship building.
• Establish a shared vision for creating solutions that enable beneficial and safe AI in technology products.
• Contribute to thought leadership through conference presentations, webinars, and technical content creation.
• Stay current with emerging AI trends and the competitive landscape.

Head of Solutions Architecture

Pre-sales Engineer

• Develop a deep understanding of Upwind's cloud security products and services
• Collaborate with the sales team to understand customer requirements and tailor technical solutions to meet their needs
• Provide technical guidance and support throughout the sales cycle, from Demo's to Closed Won
• Lead and manage the execution of POC engagements to demonstrate the effectiveness of our solutions
• Act as a liaison between the sales and product development teams, providing valuable insights from customer interactions

Pre-Sales Engineer

Security Engineer

• Build and maintain strong relationships with AWS account teams, technical teams, and partner contacts to drive co-sell and joint GTM opportunities
• Enable AWS teams to prospect and sell with Upwind, representing our solutions effectively to their customers
• Train and support Upwind’s sales organization on working with AWS for co-sell, marketplace, and partner programs
• Track and report on co-sell activity, joint pipeline, and partner-influenced deals, providing actionable insights to leadership
• Collaborate with internal sales, marketing, and solutions engineering teams to execute joint campaigns, co-branded programs, and GTM initiatives
• Support AWS Marketplace activities, including private offers, deal registration, and partner funding programs
• Manage a large number of contacts and programs, ensuring organized and timely follow-up

AWS Cloud Alliances Manager – East / Central

• Build & Lead the Global SDR Organization
• Recruit, hire, onboard, and develop SDRs and SDR Managers
• Create clear career paths and coaching programs
• Own the global outbound pipeline number
• Design multi-channel outbound motions
• Partner with Marketing on demand generation campaigns
• Build and maintain SDR playbooks and messaging frameworks
• Establish and report on leading and lagging KPIs
• Collaborate with Revenue Operations on forecasting and territory design
• Serve as a bridge between Marketing and Sales
• Represent the SDR at executive reviews and planning sessions
• Partner with Product Marketing for competitive intelligence

Head of Worldwide Sales Development

• Build strong, strategic relationships with customers and ensure successful onboarding, adoption, and long-term value from the Upwind platform
• Serve as the main point of contact, guide technical deployments, lead roadmap discussions, and provide hands-on support
• Act as a strategic partner to the sales team post-sale, supporting account continuity while enabling sales to focus on new opportunities
• Lead the technical deployment of the Upwind platform post-sale, ensuring smooth onboarding and deployment of new capabilities
• Proactively engage with customers to surface key security insights, guide feature adoption, and ensure they realize the full value of the Upwind platform
• Understand and advocate for your customers needs cross functionally (i.e. Product Management and Technical Support)

Technical Account Manager

• Serve as the primary business-facing contact and trusted advisor for assigned strategic customers.
• Own the post-sale customer journey from onboarding through renewal, ensuring clear ownership and smooth handoffs across teams.
• Own customer renewals and hygiene by tracking timelines, forecasting risk, and ensuring early alignment with Sales.
• Identify and surface expansion opportunities in partnership with Sales by understanding customer initiatives, cloud footprint, and security roadmap.
• Collaborate with Sales on long-term account strategy and positioning of relevant Upwind capabilities.
• Partner closely with TAMs to drive adoption of new capabilities, communicate value, and track progress against success criteria.
• Develop and manage joint success plans aligned to customer objectives, KPIs, and success criteria.
• Build strong relationships across executive, security, DevOps, and cloud leadership.
• Ensure customers achieve measurable outcomes by operationalizing Upwind within their workflows and expanding usage over time.
• Lead Quarterly Business Reviews (QBRs), program reviews, and executive readouts.

Customer Success Manager

• Execute and scale the systems and programs that activate our customers across advocacy, storytelling and broader engagement.
• Manage customer advocacy pipeline and prioritization.
• Identify and prioritize customers based on strategic value, readiness, and impact.
• Coordinate customer advocacy engagement across the company.
• Ensure a thoughtful, consistent, repeatable approach to how we engage top customers so interactions are intentional, high-value, and well-managed.
• Support and scale structured advocacy programs across references, speakers, reviews, referrals, and community participation, including dark social and G2 and peer review motions.
• Identify and nurture champions.
• Activate them across sales, communications, marketing, and business initiatives.
• Create high-impact customer content in partnership with our content team.
• Develop case studies, customer stories, testimonials, videos, and quotes that showcase real-world outcomes and technical value.
• Measure and optimize performance. Track advocacy participation, engagement, and program effectiveness to continuously refine and scale.

Senior Customer Advocacy Manager

• Own and Drive Upwind’s analyst relations program.
• Build and manage the company’s relationships with key industry analysts and influencer firms.
• Create a proactive engagement strategy that increases Upwind’s visibility, strengthens analyst understanding of our platform, and supports long-term category leadership.
• Drive analyst briefings and inquiries.
• Prepare executives and subject matter experts for briefings, inquiries, and strategy sessions.
• Develop high-quality briefing decks, talking points, and follow-up materials that clearly communicate product innovation, customer value, and strategic direction.
• Lead participation in key analyst evaluations and reports.
• Coordinate submissions and responses for market guides, wave reports, magic quadrants, vendor landscapes, and other analyst research.
• Partner cross-functionally to gather inputs, manage timelines, and ensure submissions are accurate, differentiated, and strategically aligned.
• Turn analyst insight into action. Capture and synthesize feedback from analyst conversations and research to inform messaging, positioning, competitive intelligence, product marketing strategy, and executive decision-making.
• Build internal alignment around market perception. Help internal teams understand how analysts view Upwind, the category, and the competitive landscape, ensuring the company is aligned on market perception and strategic opportunity areas.

Analyst Relations Manager

• Develop and execute a comprehensive sales strategy to identify and generate new business pipeline, exceed revenue targets, and win new enterprise logos
• Demonstrate a thorough understanding of customer needs, challenges, and business objectives to effectively position Upwind’s solution with C-level executives and technical stakeholders
• Partner closely with technical teams to ensure seamless integration and implementation to accelerate the time-to-value realization for clients
• Lead and execute end-to-end sales cycles with excellence in all phases: from pipeline generation and opportunity qualification to the creation and delivery of a quantifiable business case / ROI justification
• Collaborate and build trusted relationships with Upwind channel partners and ecosystem to expand and optimize market reach
• Lead contract negotiations to completion and successful closure