Product Sales Specialist - Security

The Presales Consultant for our Cybersecurity Practice will be responsible for engaging clients to understand their security needs and providing tailored, innovative solutions. This role bridges the gap between sales and technical teams, ensuring seamless delivery of cybersecurity solutions while supporting business growth.

Responsibilities

1. Solution Design & Technical Expertise:

• Consulting : Understanding customer requirements and pain points, offering tailored cybersecurity solutions to meet those needs.
• Technical Demonstrations : Presenting product demos, conducting proof-of-concept (PoC) sessions, and explaining the technical benefits and features of the cybersecurity solutions.
• Solution Architecture : Collaborating with technical teams to design and architect customized solutions, ensuring they align with the customer’s business needs and security goals.

2. Sales Support:

• Proposal Creation : Collaborating with the sales team to craft compelling proposals, RFP responses, and quotes that highlight the value of the cybersecurity offerings.
• Costing & Pricing : Providing input on pricing strategies, working with the sales team to ensure solutions are competitively priced while maintaining profitability.
• Customer Presentations : Delivering engaging presentations to prospects and clients, helping them understand the value proposition of the solutions offered.

3. Relationship Building:

• Stakeholder Engagement : Building strong relationships with key decision-makers, security architects, and other stakeholders within prospective customer organizations.
• Customer Education : Helping customers understand the risks, benefits, and compliance aspects related to cybersecurity solutions.
• Lead Qualification : Qualifying leads and opportunities for the sales team by identifying those with genuine cybersecurity needs that can be addressed by the company’s offerings.

4. Market & Competitor Analysis:

• Industry Trends : Staying updated on the latest trends, emerging threats, and innovations in cybersecurity to better position the company’s offerings in the market.
• Competitive Analysis : Understanding competitor products and differentiating the company’s solutions, helping to convey the unique value of your offering to potential customers.

5. Collaboration with Technical & Sales Teams:

• Cross-functional Collaboration : Working closely with technical delivery teams, consultants, and solution architects to ensure that the proposed solutions are viable and can be successfully delivered post-sale.
• Feedback Loop: Gathering feedback from customers and internal teams to refine and enhance the product offerings.

Requirements

1. Technical Expertise:

• Strong knowledge of various OEM technologies, including features, use cases, and unique selling points (USPs) for at least three of the following, SOC is must.
  • DLP (Data Loss Prevention)
  • IAM (Identity and Access Management)
  • Email Security
  • EDR/XDR/SIEM
  • VA and PM (Vulnerability Assessment and Patch Management)
  • Cloud Security
  • SASE (Secure Access Service Edge)
  • SOC (Security Operations Center)
• Hands-on experience in demonstrating cybersecurity solutions, value propositions, and USPs to customers and stakeholders.
• In-depth understanding of the scope of Professional Services and Managed Services for each technology area.
• Familiarity with the cybersecurity threat landscape and relevant industry standards and frameworks (e.g., NIST, ISO 27001, CIS Controls).

2. Consultative and Solution-Oriented Skills:

• Strong ability to communicate technical concepts to non-technical audiences, ensuring clear understanding of product benefits, ROI, and long-term value.
• Experience in solution design, architecture, and customization based on customer requirements.
• Proven track record of successful pre-sales engagements, including addressing customer pain points, designing tailored solutions, and closing complex deals in the cybersecurity domain.

3. Certifications (Highly Recommended – Few Must-Have):

• IAM (Identity and Access Management):
  • One Identity Certified Identity Governance and Administration Administrator (IGA)
• Vulnerability Assessment and Patch Management (VAPM):
  • Qualys Certified Specialist
• DLP (Data Loss Prevention):
  • Forcepoint Certified Security Expert
  • Netwrix Certified Professional
• EDR/XDR (Endpoint Detection and Response/Extended Detection and Response):
  • CrowdStrike Certified Falcon Endpoint Protection Engineer
• SASE (Secure Access Service Edge):
  • Zscaler Certified Expert (ZCE)
  • Netskope Certified Security Professional
  • Versa Networks Certified Professional (VCP)
• Cloud Security:
  • Certified Cloud Security Professional (CCSP) (ISC2)
  • Microsoft Certified: Azure Security Engineer Associate
  • AWS Certified Security – Specialty

4. Additional Skills and Traits:

• Excellent interpersonal and negotiation skills, with the ability to build rapport with stakeholders at all levels.
• Project management experience or certifications (e.g., PMP, Agile/Scrum) are beneficial for leading projects or initiatives involving multiple teams.
• Experience with security tools and platforms for the listed technologies, particularly in integration, customization, and scaling.
• Understanding of emerging cybersecurity trends (e.g., zero-trust architecture, AI/ML in security, ransomware protection) to stay ahead of the threat landscape.

5. Additional Key Competencies:

• Strategic thinking with the ability to anticipate customer needs and develop future-proof solutions.
• Collaboration and team-oriented mindset, working effectively with cross-functional teams (sales, engineering, support) to deliver comprehensive solutions.
• Adaptability in a fast-paced, ever-changing cybersecurity environment.