From AWS to Terra: Building Winning Cybersecurity Partnerships – Anna Sarnek, VP of Business & Strategy, Terra Security

Episode notes

Are you struggling to navigate strategic partnerships with hyperscalers like AWS? Wondering when and how to build your company's platform story to stand out in a crowded cyber market? Curious about the real value of industry relationships and communities for sales growth? This episode tackles these challenges head-on, drawing insights from a leader who's been at the heart of cybersecurity’s evolving ecosystem. In this conversation we discuss: Lessons on building and resourcing valuable hyperscaler relationships—forging two-way partnerships with AWS and more Balancing feature innovation versus platform strategy, and when to make each move as a go-to-market leader How to prioritize industry partnerships, tech alliances, and communities for short- and long-term sales success About our guest Anna Sarnek recently joined Terra Security after leading cybersecurity startup business development at AWS. Her expertise spans building partnerships with strategic investors, founders, and hyperscalers, giving her a panoramic view of what drives repeatable growth in the sector.