Principal Security Sales Rep

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. You will own the security strategy, pipeline and revenue while core account managers handle account orchestration and non‑security execution. Key Job Responsibilities Pipeline Development Proactively identify, generate, and own new security opportunities across assigned North America territories (hunter role, not reactive support) Execute targeted sales plays across greenfield and brownfield scenarios (e.g., customers architecting security for new AI applications on Bedrock, 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 A Day in the Life 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 solution Collaborate with AMs in a dual‑coverage model where you lead security origination and strategy while AMs drive account‑level orchestration and commercial execution Basic Qualifications 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 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., 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) are a plus MBA or advanced degree is a plus 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 working safely and cooperatively with other employees, supervisors, and staff; adhering to standards of excellence despite stressful conditions; communicating effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and following all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position, including the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. Your Amazon package will include sign‑on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at USA, CA, San Francisco - 187,000.00 - 252,900.00 USD annually USA, CA, Santa Monica - 170,000.00 - 230,000.00 USD annually USA, TX, Austin - 170,000.00 - 230,000.00 USD annually USA, VA, Arlington - 170,000.00 - 230,000.00 USD annually USA, WA, Seattle - 170,000.00 - 230,000.00 USD annually #J-18808-Ljbffr Role, Inc.