Principal Security Sales Specialist, AWS UKI Specialist Team

Job description

from Amazon careers

Join us in safeguarding the world's most trusted cloud infrastructure! At AWS, security isn’t just a feature—it’s the foundation of everything we build. You'll be at the forefront of protecting mission-critical workloads for millions of customers worldwide, leveraging technologies like AI-driven threat detection, real-time anomaly identification, and automated response systems. You'll work with industry-leading services like Amazon GuardDuty and AWS Security Hub, while collaborating with brilliant engineers who are redefining what's possible in cloud security and operational excellence. This is your opportunity to make a tangible impact on the infrastructure that powers the internet, ensuring that businesses from startups to Fortune 500 companies can innovate fearlessly, knowing their systems are secure and resilient.

As a UKI Security Sales Specialist, you will join a senior team of technical sales professionals in quota-carrying roles. You will drive consultative sales cycles from discovery through close, articulating both technical capabilities and business ROI to stakeholders at all levels. If you excel in driving to the business value customers can realize from a strong security posture while consistently exceeding sales targets, this may be a great fit.


Key job responsibilities
Sales & Revenue Generation:
Own and exceed quarterly and annual sales quotas for Security solutions
Build and manage a robust sales pipeline of qualified opportunities across assigned accounts or territory
Lead complex sales cycles with CxO-level stakeholders from discovery through contract negotiation and close
- Develop account plans and territory strategies to maximize revenue growth and market penetration
- Forecast accurately and manage opportunities through CRM systems
Negotiate pricing, terms, and contracts with procurement and executive stakeholders
Identify and qualify high-value Security use cases that align with customer business imperatives
Technical Sales & Solution Positioning:
Serve as the technical authority on Security capabilities during sales engagements
Architect end-to-end solutions for customer use cases
Translate technical capabilities into measurable business outcomes and ROI for C-level executives
Lead technical discovery sessions to uncover customer pain points and position appropriate solutions
Deliver compelling technical demonstrations and proofs of concept that accelerate deal closure
Customer Engagement & Relationship Building:
Build and maintain trusted relationships with technical decision makers, business leaders, and C-suite executives
Conduct technical workshops and enablement sessions that generate pipeline and advance opportunities
Collaborate with Solutions Architects and engineering teams to design winning proposals
Analyze existing customer implementations to identify expansion and upsell opportunities
Engage with AWS product teams to provide customer feedback and influence roadmaps

Basic Qualifications

- • 7+ years of direct sales or business development experience in enterprise technology, with a focus on new business acquisition
- • 7+ years of experience selling security/cybersecurity solutions or services into enterprise accounts
- • 5+ years of working with Core Cloud Technology Services including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience
- • Demonstrated ability to engage and build relationships with C-suite and VP-level stakeholders (CIO, CISO, CTO)
- • Strong knowledge of cybersecurity frameworks and technologies (e.g., NIST, Zero Trust, SIEM, EDR, MDR, IAM, threat detection, data protection)

Preferred Qualifications

- • Experience working in a matrix/overlay sales model, influencing strategy and collaborating cross-functionally with Solutions Architects, engineering teams, and partners
- • Experience building, leading, or mentoring sales teams in a specialist or overlay capacity
- • Experience developing strategies that influence leadership decisions at the organizational level

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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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