Security Sales Specialist, AWS Industries (AWSI)

Amazon Web Services (AWS); Dallas (TX); On-site; USD 140,000 - 220,000; Full time

Job summary

AWS Industries (AWSI) is forming a dedicated Security Specialist Sales team to drive security services revenue. As a Security Specialist Seller, you originate and own deals from identification to close, building executive-level CISO relationships and owning the security pipeline within your territory.

You will work 1:1 with a Security Solution Architect and operate in a high-performance dual-coverage model with account teams, owning security strategy while AMs handle commercial execution.

Qualifications

• 7+ years of B2B or enterprise sales with a focus on hunting new business experience.
• 7+ years of enterprise technology sales experience with quota attainment.
• 5+ years selling cybersecurity solutions to large enterprises.
• Proven ability to independently generate pipeline via outbound prospecting and strategic account planning.
• Experience navigating complex sales cycles in Fortune 500 / Global 2000 accounts.
• Bachelor's degree or equivalent professional experience.

Responsibilities

• Identify and own new security opportunities across assigned territories.
• Engage with CISOs and security executives to build trusted relationships.
• Position AWSI as the security platform partner and articulate AWS security services value.
• Collaborate with account teams to lead security origination and strategy.

Skills

B2B sales

Enterprise sales

Cybersecurity sales

CISO relationships

Pipeline generation

Multi-stakeholder selling

Education

Bachelor's degree or equivalent

Job description

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.

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.

Basic Qualifications

• 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

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-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.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse,