Principal 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 as well as 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 own the security strategy, pipeline and revenue, while core account managers will 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 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 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

• Experience in AI security, application security frameworks, identity and access controls, incident response, mobile security, cloud computing and security, threat intelligence, and penetration testing
• 10+ years of enterprise technology sales experience, with a strong track record of quota attainment
• 7+ 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 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)
• MBA or advanced degree

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,…