Sr. Security Sales Rep

Description

AWS North America is building a dedicated Security Sales team to proactively drive first-party and third-party Security Services revenue growth across our customer base. As a Security Seller, you will serve as the primary seller for AWS Security opportunities, driving executive-level CISO relationships and identifying AI Security demand across the SDLC, owning the end‑to‑end security pipeline within your territory. This is not an overlay 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: you own the security strategy, pipeline and revenue, while account managers own account orchestration and non‑security execution.

• Pipeline Development – proactively identify, generate, and own new security opportunities across assigned North America 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., Microsoft) leveraging AWS Security Hub momentum and the broader AWS security portfolio.
• 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.
• 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 strategy.
• 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.

• 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.

• 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.
• 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.
• 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.

• 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., 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…