Security Sales Specialist, AWS Industries (AWSI)

Description AWS Industries (AWSI) is building a dedicated Security Specialist Sales team to proactively drive Security Services revenue growth across our customer base. As a Security Specialist Seller, you will serve as the primary seller for AWS Security opportunities, independently generating demand, building executive-level CISO and Director-level relationships, and owning the security pipeline within your assigned territory. This is not an overlay or support role; you will originate, develop, and drive security deals from identification through close. You will be paired 1:1 with a dedicated Security Solution Architect and operate as a high-performance dual-coverage team alongside account teams, with clear swim lanes: you own the security strategy and pipeline, while account managers will own account orchestration and commercial execution.

Key job responsibilities

Pipeline Development

• Proactively identify, generate, and own new security opportunities across assigned Industry Business Unit (IBU) territories; this is a hunter role, not reactive support
• Execute targeted sales plays across greenfield scenarios (e.g., customers architecting security for new AI applications on Bedrock) and brownfield scenarios (e.g., consolidation and cost optimization)
• Drive competitive displacement against incumbent security providers (e.g., Wiz, Splunk) leveraging AWS Security Hub momentum and the broader AWS security portfolio

CISO Engagement

• Build and maintain independent, trusted relationships with CISOs and security buying centers
• Engage on board-level security concerns, including risk reduction, regulatory compliance, SOC productivity, total cost of ownership, and business continuity in complex cloud environments
• Position AWS as the strategic security platform partner, articulating how multiple AWS security services deliver centralized visibility, consistent policy enforcement, and streamlined operations

Security Strategy

• Demonstrate deep knowledge of the AWS Security portfolio spanning Threat Detection, Data Protection, Governance, and Network and Application Protection
• Articulate competitive advantage over third-party security alternatives and position AWS-native security as a consolidation and cost-optimization

Team Collaboration

• Collaborate with AMs, in a dual-coverage model where you lead security origination and strategy and the AMs lead account-level orchestration and commercial execution

About The Team

• Product momentum: Security Hub’s launch at re:Invent 2025 has created immediate competitive displacement opportunities and strong customer demand
• Strategic impact: By addressing security early and confidently, you remove blockers to broader workload migration, creating a multiplier effect that benefits the entire account team
• Be a Pioneer. You will be part of a pioneering team transforming how AWS engages the security buying center, shifting from a reactive support model to a proactive, quota-carrying hunter motion.

Basic Qualifications

• Experience with any combination of the following: application security frameworks, identity and access controls, incident response, mobile security, cloud computing and security, AI security, threat intelligence, and penetration testing
• 7+ years of enterprise technology sales experience, with a strong track record of quota attainment
• 5+ years of experience selling cybersecurity solutions, platforms, or services to large enterprise customers
• Proven ability to independently generate pipeline through outbound prospecting, whitespace analysis, and strategic account planning
• Experience navigating complex, multi-stakeholder sales cycles in Fortune 500 / Global 2000 accounts
• Bachelor’s degree or equivalent professional experience

Preferred Qualifications

• Deep knowledge of the cloud security landscape, including CSPM, CNAPP, SIEM/SOAR, identity management, data protection, and network security
• Experience with competitive displacement selling against established security vendors (e.g., Palo Alto Networks, CrowdStrike, Wiz, Splunk)
• Familiarity with AWS Security services and the broader AWS ecosystem
• Experience selling into regulated industries (e.g., Financial Services and Healthcare) where security and compliance are critical buying criteria
• Understanding of AI/ML security requirements and emerging security needs for generative AI workloads
• Track record of exceeding multi-million-doll…