GTM Security Specialist, AWS Industries (AWSI)
Job ID: 10432339 | AWS EMEA SARL (UK Branch)
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 own account orchestration and commercial execution.
Key job responsibilities
- Proactively identify, generate, and own new security opportunities across assigned IBU territories.
- Execute targeted sales plays for greenfield and brownfield scenarios.
- Drive competitive displacement against incumbent security providers.
- Build and maintain 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.
- Position AWS as the strategic security platform partner, articulating central visibility, consistent policy enforcement, and streamlined operations.
- Demonstrate deep knowledge of the AWS Security portfolio spanning Threat Detection, Data Protection, Governance, and Network & Application Protection.
- Articulate competitive advantage over third-party security alternatives.
- Collaborate with AMs in a dual-coverage model where you lead security origination and strategy, and AMs lead account-level orchestration and commercial execution.
- Own the security buying center, build CISO relationships, and drive your pipeline independently.
- Leverage Security Hub launch momentum to create competitive displacement opportunities and strong customer demand.
- Attend to security early and confidently to remove blockers to broader workload migration, benefiting the entire account team.
- Be a pioneer in 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 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 such as Palo Alto Networks, CrowdStrike, Wiz, and Microsoft.
- Familiarity with AWS Security services and the broader AWS ecosystem.
- Experience selling into regulated industries such as 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.
Equal Opportunity Employer Statement
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
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