GTM Security Specialist, AWS Industries (AWSI)

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
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, Microsoft) 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

A day in the life
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

• Experience with any combination of the following: application security frameworks, identity and access controls, incident response, mobile security, cloud computing and security, AI security, threat intelligence, and penetration testing
• Experience in technology sales selling enterprise software, networking, infrastructure, managed hosting services, or cloud computing services
• 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, Crowd Strike, Wiz, Microsoft)
• 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

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