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 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 will own account orchestration and non-security execution.
Key job responsibilities
- 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
About the team
- 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.
