Security Sales Specialist

Key Responsibilities:

• Owns and drives pipeline to achieve allocated security budget numbers.
• Drives positive brand recognition on security business in-country and in-region.

• Maintains subject matter expertise in the Security technology domain or solutions set. • Supports the closure of sales based on Security technology domain knowledge.

• Addresses the technology conceptual challenges during the sales process.
• Maintains a comprehensive level of relevant product and service knowledge to have meaningful conversations with potential and existing clients.
• Maintains awareness of the competitive landscape, market pricing, and strategy and how to penetrate a new market.
• Contributes to the knowledge base of the company's solutions and services within a practice area or service area by sharing best practices with internal teams, as well as client teams.

• Works with relevant technology vendors and ensures a deep understanding of their solutions and how they can contribute to our own solutions set.

• Articulates the Security solution/deliverables that the client requires, as opposed to the products that they need to buy.

• Prepares and conducts client workshops and presentations.

• Establishes relationships with multiple client stakeholders and secures deals with clients to achieve assigned sales quotas and targets.

• Uses understanding of the clients business and depth of knowledge on the Security solutions to personalize the recommended solution in line with the clients need.

• Capable of spotting new sales opportunities within an account and work with the sales teams to drive them to closure.

• Pursues and lands qualified leads identified by the client managers and other lead generation sources.

• Develops and maintains clear account plans for appropriate clients and targets.

• Discovers, forecasts, and runs opportunities in the medium and long-term.

• Identifies, assesses and highlights client risks that could prove detrimental to the clients organization and credibility.

• Collaboratively work with sales teams, especially Client Managers, to successfully close the deal.

• Works closely with other in-territory counterparts and matrix teams to achieve the shared goal of growth.

• Uses sales methodologies and tools such as target plans, opportunity plans, and account plans to drive the sales process.

• Develops and implements an opportunity plan, to provide regular check-ins with the primary point of contact and have an established process for getting buy-in from all stakeholders.

Knowledge and Attributes

• Advanced understanding of security principles, concepts, and technologies, including knowledge of NIST CSF, ISO 27001, cybersecurity solutions, network security, data security/privacy and best practices in securing data and IT infrastructure.

• Advanced understanding of the technical concepts of Security solutions and display the ability to provide technical consultation and guidance to customers.
• Displays success in achieving and exceeding sales and financial goals.
• Advanced proficiency in developing and encouraging meaningful customer relationships up to C-level.
• Displays ability to delivery engaging sales presentations and elevator pitches.
• Close attention to maintaining up to date, accurate sales forecast and close plans.

• Advanced proficiency in team selling approach.

• Advanced knowledge of competitors and ability to apply competing successful sales strategies.

• Client-centric approach, with ability to understand customer problems and find best-fit solutions.

• Flexible to adapt quickly to short, new missions or urgent deadlines.
• Displays negotiation capabilities to craft solutions that are beneficial to customers, partners, and organization overall.

Required Experience:

• Advanced sales experience in a technology or services environment, particularly selling Security solutions.

• Advanced experience of IT Managed Services environment.

• Advanced demonstrable experience of solution-based selling with a proven track record of sales over-achievement.

• Advanced experience in selling complex security solutions and services to C-Level clients.

• Advanced experience in resolving a wide range of issues in creative ways to meet targets and objectives.