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.