Business Development Representative Jobs in Santa Monica, CA

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.

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
  

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 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.

About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS?
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship & Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.