GTM Security Specialist, AWS Industries (AWSI)

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, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

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.