AWS Solutions Training for Partners: Security Governance at Scale - Business (Digital) (AWSTPSGSB-OD)

This course is for AWS Partners only, you must have a valid APN login to register. To book this course, please click on the "Register" button where you will be redirected to the AWS website, you must then login to APN to complete the registration process.

This course helps AWS Partner sales and business staff gain insights, understand benefits, and learn best practices on how to explore and prospect customer opportunities. They learn how to qualify opportunities by understanding customer business and technical challenges around security governance at scale. The course addresses Amazon Web Services (AWS) account management, cost control, and security and compliance through automation, organized by a centralized management toolset. It aligns the organization hierarchy with an AWS multi-account structure for complete management using an intuitive interface. It provides best practices for establishing an automated, simplified and secure governance at scale framework for customers on the AWS Cloud and migrating to the AWS Cloud. Partners learn how to articulate the Security Governance at Scale value proposition. They explore ways to address common customer objections and identify the elements in a sample statement of work (SOW) to drive customer adoption and continued use of the solution.

Course level: Intermediate

Duration: 2 1/2 hours


This course includes presentations, case studies, assessments, exercises and activities.

Course objectives

In this course, you will learn to:

  • Identify and engage key stakeholders
  • Recognize your customers’ cloud security and governance challenges
  • Articulate the governance at scale value proposition
  • Articulate Amazon Web Services (AWS) customer success stories
  • Identify and overcome common customer objections
  • Review a statement of work (SOW) for cloud security and governance
  • Identify how to partner with AWS to help you with cloud security and governance deals

Intended audience

This course is intended for:

  • Business pre-sales, sales, account managers at Partner organizations
  • Cloud practice stakeholders at Partner organizations


Before attending this course, you should have the following experience:

  • AWS Business Professional accreditation
  • AWS Cloud Economics
  • AWS Solutions Training for Partners: Foundations (Business)

Optional but recommended:

  • AWS Solutions Training for Partners: Migrating to AWS (Business)

Course Outline

Module 1: Course Introduction

Module 2: Challenges and Opportunity

  • AWS Cloud value proposition
  • What is security governance at scale?
  • The market opportunity
  • Challenges facing businesses on how to adopt security governance at scale

Module 3: Customer Insights

  • Discuss target personas to sell security and governance solutions for businesses
  • The importance of understanding the internal structure of a customer organization
  • Key motivators for security governance at scale adoption
  • AWS solutions to customer challenges
  • Customer case studies

Module 4: Qualify and Position a Solution

  • Customer journey pillars
  • Use of customer success stories when positioning AWS solutions
  • Common customer objections or concerns and potential solutions
  • SOW sample review

Module 5: Role Play Activity

Module 6: Resources

  • AWS Marketplace Partner solutions
  • AWS Business Development teams
  • AWS Partner Programs
  • Call to action
  • Additional resources

Module 7: Course Assessment