Choosing an AWS Security Partner: The Honest Framework

You've decided you need help with AWS security. That decision alone puts you ahead of most organizations who wait until after a breach. But here's the harder question: how do you pick the right AWS security partner without wasting months on the wrong one?

The challenge is that everyone selling AWS security services sounds the same. They all claim "deep expertise," "proven experience," and "comprehensive solutions." Badges get thrown around. Logos get displayed. But how do you actually verify any of it?

I've been on both sides of this conversation. As a boutique AWS partner ourselves, I've seen how the partner selection process works from the inside. And I'll be honest upfront: this guide will help you evaluate us against our own criteria. If we're not the right fit, I'd rather you know that now than waste both our time.

What you'll get from this guide: A structured evaluation framework including a 10-point checklist, red flags to avoid, specific questions to ask in discovery calls (with guidance on what good answers look like), and transparent positioning on where different provider types, including us, fit best. For the technical foundation of what security partners actually implement, review our AWS security best practices guide.

Signs You Actually Need an AWS Security Partner

Before evaluating partners, let's confirm you're in the right place. Not every organization needs external security help. Here's how to know if you do.

When Internal Teams Hit Their Limits

The trigger isn't usually capacity. It's expertise. Your team might be excellent at building applications but lack deep security knowledge. AWS has 30+ security services, and understanding when to use Amazon GuardDuty vs AWS Security Hub vs Amazon Inspector (vs all three together) requires specialized experience.

Security misconfigurations are the leading cause of AWS breaches, ranging from IAM policies with wildcard actions allowing overly broad permissions to security groups allowing unrestricted access on critical ports. Your team might not have the visibility to catch these issues before they become incidents. Common AWS security misconfigurations often hide in plain sight because teams don't know what to look for.

The Compliance Trigger

Compliance deadlines create urgency that makes partner engagement obvious. SOC 2 audits, HIPAA assessments, PCI DSS certifications, and FedRAMP authorizations all require controls mapped to specific frameworks. AWS supports over 143 security standards and compliance certifications, but implementing the right controls for your specific requirements takes experience.

Partners who've guided organizations through these audits know where teams typically struggle and how to avoid common pitfalls. They've seen what auditors actually focus on, not just what the frameworks say.

Post-Incident Reality Check

After a security event, rapid response requires expertise you may not have. Incident response readiness gaps are common: no defined IR plan, lack of forensic readiness, and unclear escalation paths. AWS Security Incident Response Specialization Partners provide 24/7 monitoring, access to the AWS Customer Incident Response Team (CIRT), and pre-built runbooks for common scenarios.

If you're dealing with the aftermath of a security incident, professional help isn't optional. It's essential for root cause analysis, remediation validation, and preventing recurrence.

The Shared Responsibility Reality

AWS operates under a Shared Responsibility Model. AWS secures the infrastructure (security OF the cloud), but you're responsible for everything you deploy on it (security IN the cloud). This includes your IAM policies, security group configurations, S3 bucket settings, encryption choices, and application security.

Partners add value specifically in your responsibility domain. They help you implement least-privilege access, configure proper detection and response, protect data, and maintain compliance. This is where most organizations struggle, and where experienced partners deliver real value.

Types of AWS Security Providers (And Who They're Really For)

Not all AWS security providers are the same. Understanding the categories helps you narrow your search to providers that actually match your situation.

Big 4 and Large System Integrators

Deloitte, Accenture, PwC, EY, and large SIs bring global scale and deep benches. They can staff large teams across time zones and have established relationships with enterprise compliance and procurement processes.

Best for: Large enterprises with complex multi-year transformations, global compliance requirements across multiple jurisdictions, and organizations where procurement mandates large vendor relationships.

Trade-offs: Higher cost (often $300+/hour), junior staff frequently doing the actual work while seniors handle sales and oversight, longer engagement start times due to contracting complexity, and less flexibility for scope changes.

Boutique AWS Specialists

Smaller firms (typically 10-100 people) with deep AWS focus. These partners often have senior engineers on every engagement because they don't have layers of junior staff to deploy.

Best for: Mid-market companies needing specific AWS expertise, organizations wanting direct access to senior practitioners, faster engagement timelines, and teams that value knowledge transfer over dependency.

Trade-offs: Limited capacity for very large engagements, may not cover every possible specialization, and availability can be constrained during busy periods.

Transparent note: This is our category. We'll address our specific fit honestly in the final section.

Independent Consultants

Individual experts or very small teams (1-5 people) who work directly with clients. Often former Big Tech or enterprise security architects.

Best for: Specific projects with well-defined scope, organizations with budget constraints, short engagements where a single expert is sufficient, and technical advisory roles.

Trade-offs: Availability risk (one person can only do so much), limited capacity for ongoing work, no backup coverage if the consultant is unavailable, and less formal structure for compliance evidence.

AWS Professional Services

AWS's own consulting arm. They have unique access to internal AWS methodologies based on Amazon's internal practices and direct connection to AWS service teams.

Best for: Complex migrations requiring direct AWS involvement, organizations that need AWS's endorsement for stakeholder confidence, and largest enterprises with budget for premium rates.

Trade-offs: $300+/hour pricing puts it out of reach for most organizations, availability can be constrained by demand, and they may still recommend partners for implementation work. Read more about AWS Professional Services pricing and alternatives.

10-Point Evaluation Checklist for AWS Security Partners

With provider types understood, here's how to evaluate specific partners. These criteria separate qualified partners from those who just claim expertise.

AWS Credentials That Actually Matter

AWS Partner Network validations aren't marketing fluff. They represent genuine technical assessment by AWS. Here's what to verify.

1. AWS Security Competency or MSSP Competency

The AWS Security Competency validates partners with deep expertise in securing AWS environments. The reimagined AWS MSSP Competency (updated in 2025) covers seven categories: Infrastructure Security, Workload Security, Application Security, Data Protection, Identity & Access Management, Incident Response, and Cyber Recovery. Verify claims directly on the AWS Partner Solutions page.

2. Partner tier level (Select, Advanced, or Premier)

Higher tiers require more customer success evidence and technical validation. Select tier is minimum for Security Hub integration and competency eligibility. Advanced and Premier indicate deeper AWS investment and proven customer outcomes.

3. Foundational Technical Review (FTR) completed

Partners with the "Reviewed by AWS" badge have passed AWS's technical validation process. FTR is required for access to AWS Partner Network programs, funding programs, and the AWS Competency Program. Partners without it haven't met AWS's technical bar.

4. AWS Certified Security - Specialty holders on team

The AWS Certified Security - Specialty (SCS-C03, updated December 2025 with enhanced AI/ML security focus) validates deep security knowledge. Ask how many team members hold this certification and whether certified individuals will work on your project.

5. Service Delivery designations for relevant services

AWS validates partners with deep experience in specific services. Security-relevant Service Delivery designations include AWS WAF, AWS Config, AWS Control Tower, AWS Security Hub, and Amazon GuardDuty. These indicate proven implementation experience.

Technical Depth Indicators

Credentials establish eligibility. These criteria verify actual technical capability.

6. AWS Well-Architected Review capability

Partners should be trained to conduct AWS Well-Architected Reviews, specifically the Security Pillar with its seven design principles and seven best practice areas. Ask for examples of Security Pillar findings they've remediated for clients.

7. Multi-account and multi-region expertise

Real AWS security requires understanding AWS Organizations, Control Tower, centralized logging, cross-account IAM, and Service Control Policies. If your environment spans multiple accounts, partners must demonstrate this expertise. Review AWS multi-account security architecture to understand what to look for.

8. Automation capabilities

Security that depends on manual processes fails at scale. Partners should demonstrate infrastructure as code experience (CDK, Terraform, CloudFormation), AWS Config rules for automated compliance, and Security Hub automation for response orchestration.

Delivery Model Fit

Technical skills matter, but so does how the engagement actually works.

9. Engagement model matches your needs

Consulting (project-based), retainer (ongoing advisory), or managed services (they operate it for you) represent different engagement models. Choose based on your internal capabilities and preferences. If you want to build internal capability, pure managed services might create dependency rather than growth.

10. Knowledge transfer included as explicit deliverable

Good partners make you more capable, not more dependent. Documentation, training sessions, and enablement should be explicit deliverables, not afterthoughts. If knowledge transfer isn't mentioned in the proposal, ask about it directly.

Red Flags When Evaluating Security Partners

Knowing what to look for is half the equation. Here's what should make you walk away.

Cannot verify AWS credentials on the AWS Partner Solutions page. Every competency, specialization, and Service Delivery designation is publicly verifiable. If a partner claims credentials that don't appear on AWS's site, that's a major red flag.

Senior staff sells, junior staff delivers. The architect who impresses you in the sales presentation should be the one working on your project. Ask specifically: "Who will be doing the actual work on our engagement?" If the answer is vague or references "our team," dig deeper.

No customer references in your industry or scale. Partners should be able to provide references from similar organizations. "Trust us, we're great" isn't evidence. No references means no proven track record you can validate.

Overpromising on compliance outcomes. No partner can guarantee you'll pass an audit. They can improve your chances significantly, but compliance ultimately depends on your organization's implementation and evidence. Guarantees indicate either dishonesty or lack of compliance experience.

Lock-in through complexity. Good partners simplify your environment and make it more maintainable. If a proposed solution creates dependencies you can't manage yourself, that's a feature for them and a bug for you.

Zero knowledge transfer in the proposal. If the engagement doesn't explicitly include documentation, training, or enablement, you're being set up for ongoing dependency rather than growing internal capability.

Cookie-cutter solutions without discovery. Your environment isn't identical to everyone else's. Partners who propose solutions before understanding your specific situation are selling a product, not providing expertise.

Questions to Ask in Discovery Calls (And What Good Answers Look Like)

Use these questions to dig beneath surface-level sales pitches. I've included guidance on what good answers actually sound like. For transparency on what our security review process entails, see our AWS security review process guide.

Validation Questions

"Which AWS Security Competency categories are you validated in?"

Good answer: Specific categories with verification instructions. "We hold AWS Security Competency and MSSP Competency in Infrastructure Security and Data Protection. You can verify this on the AWS Partner Solutions page by searching our company name."

Bad answer: Vague references to being an "AWS Partner" without specifics, or inability to point you to verification.

"How many team members hold AWS Certified Security - Specialty?"

Good answer: Specific numbers with context. "We have 4 Security Specialty certified engineers out of our team of 12, and two of them would be assigned to your project."

Bad answer: "Our team is highly certified" without specifics, or deflection to other certifications.

"Can you share customer references in our industry?"

Good answer: "Yes, we've worked with three SaaS companies similar to your size going through SOC 2. I can connect you with two of them after we sign an NDA."

Bad answer: "We have extensive experience" without specific references, or only references from vastly different industries/scales.

Technical Capability Questions

"Are you trained to conduct AWS Well-Architected Reviews?"

Good answer: "Yes, we're AWS Well-Architected Partners. In Security Pillar reviews, we commonly find issues around unused IAM permissions, missing VPC Flow Logs, and encryption gaps. Here's an example of findings we remediated for a client."

Bad answer: Unfamiliarity with the Well-Architected Framework or inability to discuss Security Pillar specifics.

"How do you approach multi-account security management?"

Good answer: References to AWS Organizations governance, Control Tower, centralized logging to a dedicated Security account, cross-account IAM roles, and Service Control Policies. Specific examples of multi-account architectures they've implemented.

Bad answer: Single-account focused answers or unfamiliarity with AWS Organizations features.

"What's your automation approach for security controls?"

Good answer: Specific tools and patterns. "We implement security controls using CDK with cdk-nag for compliance validation, AWS Config rules for continuous monitoring, and Security Hub automation rules for response. Everything is version-controlled and can be reviewed by your team."

Bad answer: Manual processes or vague references to "automation" without specifics.

Engagement Model Questions

"Who specifically will work on our project?"

Good answer: Named individuals with credentials. "John, our principal security architect (Security Specialty certified), will lead the engagement. Sarah, a senior engineer (Solutions Architect Professional), will handle implementation. Both will be on your calls."

Bad answer: "Our team will be assigned" without naming individuals, or names without credentials.

"How do you handle knowledge transfer?"

Good answer: "Knowledge transfer is an explicit deliverable. We provide documentation, two training sessions for your team during the engagement, and a recorded walkthrough of everything we implement. The goal is that your team can maintain and extend the work after we're done."

Bad answer: Knowledge transfer not mentioned, or treated as an afterthought rather than a core deliverable.

"What happens after the initial engagement?"

Good answer: "We provide 30 days of support after engagement completion. For ongoing needs, we offer retainer options, but our goal is that you don't need us for day-to-day operations. The implementation should be self-documenting and maintainable by your team."

Bad answer: Immediately pitching ongoing managed services, or answers that imply you'll always need them.

Price vs Value: Understanding Engagement Models

AWS doesn't publish partner pricing benchmarks, which makes this conversation harder than it should be. Here's what I can share based on market experience.

Common Pricing Structures

Hourly consulting ($100-300+/hour) is typical for advisory work and project-based engagements. Boutique partners usually fall in the $150-250 range, while Big 4 and AWS Professional Services command $250-400+.

Project-based pricing (fixed price for defined scope) works well for assessments, security reviews, and specific remediation projects. This shifts risk to the partner but requires clear scope definition upfront.

Monthly retainer provides ongoing advisory or fractional security leadership. Good for organizations that need regular guidance but can't justify full-time security hires.

Percentage of AWS spend is common for MSSP (managed security) arrangements where partners take operational responsibility for security monitoring and response.

When Premium Makes Sense (And When It Doesn't)

Premium pricing is justified when:

• Critical compliance deadlines create urgency (SOC 2 audit in 60 days)
• Complex multi-account environments require deep expertise
• Active security incidents need immediate response
• Your industry requires specific compliance knowledge (healthcare, financial services)

Premium pricing is less justified when:

• Standard security assessments with flexible timelines
• Well-defined projects with clear scope
• Your internal team can handle implementation with advisory guidance
• You have time to build internal capability rather than outsource

The value question: Beyond hourly rates, evaluate what capability you build vs. what you outsource. An engagement that costs more but leaves your team more capable may deliver better long-term value than a cheaper engagement that creates dependency.

Our Approach: Transparent Self-Positioning

I promised honesty about where we fit, so here it is.

What We Do Well

Towards the Cloud is a boutique AWS consultancy. Our engagement model means senior engineers on every project, not junior staff doing the work while seniors manage accounts.

Our strengths:

• AWS-native architecture using CDK and infrastructure as code
• Multi-account security foundations and landing zones
• SOC 2 preparation and security review processes
• Direct access to decision-makers (you talk to the people doing the work)
• Knowledge transfer as explicit focus (we want you to learn, not depend)

For a transparent breakdown of what our security review process looks like from discovery call through deliverables, see our AWS security review process guide.

We've helped organizations establish secure AWS foundations, prepare for compliance audits, and implement the security controls that make auditors happy and keep data protected.

Who We're Not Right For

Here's where honesty matters most.

We're probably not the right fit if:

• You need global 24/7 managed security operations (we're a small team in European time zones)
• You're a large enterprise requiring Big 4 relationships for procurement or stakeholder confidence
• You need purely managed security where someone else operates everything (we're consulting-focused)
• Your industry requires specialized certifications we don't hold (FedRAMP, specific government clearances)

If this sounds like you, consider the Big 4 (Deloitte, Accenture, PwC) for enterprise requirements or AWS MSSP Competency partners for managed security operations. These providers exist for good reasons, and they may be better suited to your specific needs.

Making Your Decision

Choosing an AWS security partner isn't about finding the "best" provider. It's about finding the right fit for your specific situation, timeline, and internal capabilities.

Use the 10-point checklist to evaluate any partner you're considering, including us. Verify credentials on AWS's Partner Solutions page. Ask the discovery call questions and listen for specific, evidence-backed answers.

Watch for red flags that indicate a partner might create problems rather than solve them. Trust your instincts when something feels off.

Match provider type to your needs: Big 4 for enterprise complexity, boutique specialists for AWS depth and senior access, independents for specific projects, AWS ProServe for direct AWS involvement.

The right partner will make your AWS environment more secure, more compliant, and more manageable. The wrong partner will create complexity, dependency, and frustration.

If you want to evaluate your current security posture before engaging any partner, start with our AWS security review checklist. It's the same framework we use for paid engagements, and it will help you understand where you stand.