Role Description The Cloud Governance & Compliance Advisor will lead the assessment of cybersecurity governance frameworks, policies, and compliance programs to determine alignment with regulatory requirements and industry best practices. - Review and evaluate cybersecurity governance frameworks, policies, standards, and procedures - Assess compliance with regulatory and industry standards such as: - GDPR, HIPAA, SOC 2 - NIST Cybersecurity Framework (CSF) - NIST SP 800-53 - ISO/IEC 27001 - Cloud Security Alliance (CSA) Cloud Controls Matrix - Apply maturity models (e.g., NIST CSF, CMMI) to establish a current-state baseline - Conduct interviews with compliance stakeholders and business leaders - Perform detailed document reviews (policies, procedures, audit reports) - Evaluate AWS governance processes and controls in regulated environments - Identify gaps in governance, risk management, and compliance capabilities - Develop actionable recommendations to improve governance structure and compliance posture Qualifications - 8+ years of experience in cybersecurity governance, risk, and compliance assessments - Expertise in regulatory frameworks and audit/assessment processes - Deep expertise in NIST, ISO, CSA CCM, and federal compliance frameworks Requirements - CISSP – broad coverage across governance, risk, and controls - CISM (Certified Information Security Manager) – governance and program oversight focus - CRISC (Certified in Risk and Information Systems Control) – risk management emphasis - CISA (Certified Information Systems Auditor) - ISO/IEC 27001 Lead Implementer or Lead Auditor - CCSK (Certificate of Cloud Security Knowledge) - Active TS/SCI with SCI Polygraph (or eligible) Benefits - $110,000 - $160,000 a year - 401(k), including an employer match of 100% of the first 3% contributed and 50% of the next 2% contributed - Medical, Dental, and Vision Insurance (available on the 1st day of the month following your first day of employment) - Group Term Life, Short-Term Disability, Long-Term Disability - Voluntary Life, Hospital Indemnity, Accident, and/or Critical Illness - Participation in the Discretionary Time Off (DTO) Program - 11 Paid Holidays Annually

• Drive sales growth for Cisco's Industrial IoT portfolio across State and Local Government customers throughout the Southeast region. • Develop and execute territory plans focused on transportation agencies, Departments of Transportation (DOTs), municipalities, airports, rail systems, and water/wastewater organizations. • Build executive and operational relationships with OT leaders, transportation engineers, infrastructure planners, and public-sector stakeholders. • Lead customer conversations around secure connectivity, infrastructure modernization, asset visibility, operational resilience, and OT cybersecurity. • Partner with Cisco Account Managers, Systems Engineers, and cross-functional teams to identify, qualify, and close Industrial IoT opportunities. • Position Cisco's ruggedized networking portfolio, including industrial routers, switches, wireless, security, and software solutions designed for harsh environments. • Navigate complex public-sector procurement processes and drive long-term strategic account development. • Maintain expertise on industry trends, transportation modernization initiatives, smart infrastructure programs, and emerging OT security requirements.

• Develop and execute a territory plan to drive Collaboration revenue growth across assigned Global Enterprise accounts in the Western U.S. • Build and maintain executive-level relationships with business and technology decision-makers, positioning Cisco as a strategic partner • Identify, qualify, and close new business opportunities across Cisco’s Collaboration portfolio, including Webex Suite, Collaboration Devices, Contact Center, and AI-powered collaboration solutions • Partner closely with Account Managers, Solutions Engineers, Customer Success teams, and ecosystem partners to deliver customer outcomes and accelerate adoption • Lead complex sales cycles from opportunity identification through negotiation, forecasting, and deal closure while maintaining a strong pipeline

Role Description This position is needed to lead relationships with our enterprise Communications platform customers who consume our messaging, voice, and email services. You will be directly responsible for protecting and growing Twilio’s communications business across your assigned customers. As a Strategic Account Executive, you will drive highly analytical and consultative sales cycles with customers that are running large scale, global, competitively sourced, compliance-heavy, use case-specific businesses. This role is highly cross-functional, and your success will depend on building deep partnerships across product management, finance, support, and operations. Responsibilities - Manage and expand some of our most important ISV customer accounts - Develop, drive, and execute account strategy to consistently deliver strong revenue, gross margin, and gross profit results - Partner closely with other Twilio teams to identify new revenue opportunities within your account portfolio - Serve on a cross-functional account team with representatives from product, finance, support, and services teams - Run a disciplined forecast, consistently achieve goals, and present guidance to executive management - Run highly consultative sales cycles with our largest customers with a focus on deep discovery, listening to customer needs and being an effective champion for their point of view in the organization - Generate and maintain an accurate sales pipeline and forecast utilizing our CRM, Salesforce - Establish yourself as a trusted subject matter expert and share industry updates and changes with the GTM sales organization Qualifications - Possess a total of 5+ years of tech sales experience, with at least 3 years in a full-cycle closing role - Demonstrate expertise in managing or leading quantitative, highly analytical products and solutions for customers - Accountable for relationship management, cross sells, upsells, and solutions consulting - Comfortable working with business and highly technical leaders, while influencing their understanding and building supportive partnerships - Analytical account development strategy based on using data to find opportunities and prove value - Demonstrated track record of managing business forecasts and financial models - Entrepreneurial mindset with appetite to define process and build programs - Record of delivering revenue and gross profit results, especially for large-scale and enterprise customers - Excellent verbal and written communication skills - Bachelor’s Degree or equivalent years of experience Requirements - Experience selling to ISV’s - Software, SaaS, CPaas or PaaS selling experience - Experience selling API-based solutions Location This role will be remote, but is not eligible to be hired in San Francisco, CA, Oakland, CA, San Jose, CA, or the surrounding areas. Travel For this role, approximately 15% travel is anticipated to help you connect in-person in a meaningful way. Benefits - Competitive pay - Generous time off - Ample parental and wellness leave - Healthcare - Retirement savings program - And much more Compensation The estimated pay ranges for this role are as follows: - Based in Colorado, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, Vermont or Washington D.C.: $103,376 - $129,220 - Based in New York, New Jersey, Washington State, or California (outside of the San Francisco Bay area): $109,120 - $136,400 - Based in the San Francisco Bay area, California: $114,864 - $143,580 This role may be eligible to participate in Twilio’s equity plan. All roles are generally eligible for the following benefits: health care insurance, 401(k) retirement account, paid sick time, paid personal time off, paid parental leave. This role is eligible to earn commissions. Equal Opportunity Employer Twilio is proud to be an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics.