Security Sales Specialist, AWS Industries (AWSI)

Saved job 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 "hunter" 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

Demand Generation

● 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 play

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

● True ownership: You are not an overlay. You own the security buying center, build your own CISO relationships, and drive your own pipeline

● 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.

Requirements: - 7+ years of B2B or enterprise sales with a focus on hunting new business experience

- ● 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

- ● Demonstrated experience building and maintaining C-level relationships, specifically with CISOs and security executives

- ● 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