Security Sales Specialist, AWS Industries (AWSI)

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. - 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 - ● 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-dollar annual quotas in security or infrastructure software sales
- ● Relevant security certifications (CISSP, CCSP, AWS Security Specialty) are a plus
- ● MBA or advanced degree is a plus

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, NY, New York - 157,100.00 - 212,600.00 USD annually