Security Sales Specialist, AWS Industries (AWSI)

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.

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.

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

Pay

• USA, CA, San Francisco: $157,100.00 – $212,600.00 USD annually
• Amazon package includes sign-on payments, restricted stock units (RSUs), and sales incentives
• Final compensation determined based on factors including experience, qualifications, and location

Benefits

• 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
• Parental leave

This response is AI-generated, for reference only.