Senior Sales Specialist - Cyber Security

Job Description Make an impact with NTT DATAJoin a company that is pushing the boundaries of what is possible.
We are renowned for our technical excellence and leading innovations, and for making a difference to our clients and society.
Our workplace embraces diversity and inclusion – it's a place where you can grow, belong and thrive.Your day at NTT DATANTT DATA is looking for a Senior Security Sales Specialist to join our Security Practice on a permanent position.
This role is open to candidates based in Perth, Western Australia.The Cyber Security Sales Specialist or Security Sales Specialist's purpose is to primarily generate, pursue and land qualified leads identified by the Sales Specialist, Client Management team or Lead Generation Representatives.
The Cybersecurity Sales Specialist will identify new opportunities from a selection of existing accounts, and present solutions, value propositions, partner configurations, cost structures, and revenue models to the client that meet their needs.
The Cybersecurity Sales Specialist will work directly with clients at a variety of levels, as well as internal subject matter experts.A substantial amount of time will be spent on engaged selling or supporting the sales process in partnership with Client Managers.
Contribute to the pre-sales process by working with pre-sales architects to create the best solution design for the client.Building and developing excellent stakeholder relationships with new and existing clients, whilst developing new business channels and territories will be a core focus of this role.What you'll be doingProvide Domain and Industry Subject Matter ExpertiseMaintain Subject matter expertise in the domain of Cybersecurity.Address the technology conceptual challenges during the sales processMaintain a high level of relevant product and service knowledge to have meaningful conversations with potential and existing clients, particularly in relation to Managed Services & Professional Services.Maintain awareness of the competitive landscape, market pricing, and strategy and how to penetrate a new marketContribute to the knowledge base of NTT Ltd's solutions and services within the Cybersecurity practice by sharing best practices with internal teams, as well as client teamsWork with relevant technology vendors such as: Palo Alto Networks, Google (Mandiant), Microsoft, Cloudflare, Proofpoint, Cisco and ensure a deep understanding of their solutions and how they can contribute to our own solutions set cross Managed Services & Professional Services.Client interaction and engagement, and understandingUncover and understand client business goalsArticulate the solution/deliverables that the client requires, as opposed to the products that they need to buyArticulate our value propositions throughout all steps in the sales processConduct functional gap analysis and address business issues raised by clientsPrepare and conduct client workshops and presentationsEstablish relationships with multiple client stakeholders and secure deals with clients to achieve assigned sales quotas and targetsUse understanding of the client's business and depth of knowledge on the technology-specific solution to personalize the recommended solution in line with the client's needOpportunity identification and closing salesBe able to spot new sales opportunities within an account and work with the sales teams to drive them to closurePursue and land qualified leads identified by the client managers and other lead generation sourcesWork alongside Client Managers to support the sales process, position technology solutions, and close the dealExecute on the sales strategySupport the wider territory sales plan and execute the sales strategy, and based on that define your own plan for your solution to achieve your sales targetsDevelop and maintain clear account plans for appropriate clients and targetsDiscover, forecast, and run opportunities in the medium and long-termDefining dealsScope and document Cybersecurity solutions to meet customer requirementsIdentify, assess and highlight client risks that could prove detrimental to the client's organization and credibilitySupporting the Sales ProcessCollaboratively work with sales teams, especially Client Managers, to successfully close the dealPartner with internal teams to ensure the scope of work and proposals are tracked and managedWork closely with other in-territory counterparts and matrix teams to achieve the shared goal of growthUse NTT Ltd.'s sales methodologies and tools such as target plans, opportunity plans, and account plans to drive the sales processDevelop and implement 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 stakeholdersWhat would make you a great fit for the role?ExperienceSolid sales experience in Cybersecurity and or Cloud/ SaaS.Sound understanding of IT/ Cybersecurity Managed Services environmentDemonstrable experience of solution-based selling with a proven track record of sales over-achievementPrior experience in selling complex solutions and services to C-Level clientsStrong experience selling in the Banking and Financial Services Industry (BFSI) sectorExperience in resolving a wide range of issues in creative ways to meet targets and objectivesStrong experience in networking with senior internal and external people in the specialist area of expertiseExpert level capability and the ability to work independently with little instruction on day-to-day workloadDesirable: Existing relationships and proven track record selling to NSW Government/ Higher Education.Education and TrainingA Degree in a Technical or Sales field is preferred but not essentialNegotiation Skill methodologies such as ScotworksSolution Selling/SPIN skillsSecurity Sales Certifications from vendorsDesirable: AWS Cloud Practitioner Essentials Training, MS Azure Fundamentals Training, or latest equivalent are also desirableAttributesDemonstrated success in achieving and exceeding sales and financial goalsMastery in developing and encouraging meaningful customer relationships up to C-level, particularly CISO's (Chief Information Security Officer), CSO's (Chief Security Officer) & CIO's (Chief Information Officer)Strong ability to deliver engaging sales presentationsProficiency in team selling approachIn-depth knowledge of competitors and ability to apply competing successful sales strategiesAbility to define sales strategyHas a client-centric approach, able to understand customer problems and find best-fit solutionsFlexible to adapt quickly to short, new missions or urgent deadlinesNegotiation skills to craft solutions that are beneficial to customers, partners, and NTT overallStrong business acumenClient Engagement and management SkillsSolution Sales SkillsA phenomenal teammate, who knows how to drive sales teams and collaborate with themWorkplace type: Hybrid WorkingAbout NTT DATANTT DATA is a $30+ billion trusted global innovator of business and technology services.
We serve 75% of the Fortune Global 100 and are committed to helping clients innovate, optimize and transform for long-term success.
We invest over $3.6 billion each year in R&D to help organizations and society move confidently and sustainably into the digital future.
As a Global Top Employer, we have diverse experts in more than 50 countries and a robust partner ecosystem of established and start-up companies.
Our services include business and technology consulting, data and artificial intelligence, industry solutions, as well as the development, implementation and management of applications, infrastructure, and connectivity.
We are also one of the leading providers of digital and AI infrastructure in the world.
NTT DATA is part of NTT Group and headquartered in Tokyo.Equal Opportunity EmployerNTT DATA is proud to be an Equal Opportunity Employer with a global culture that embraces diversity.
We are committed to providing an environment free of unfair discrimination and harassment.
We do not discriminate based on age, race, colour, gender, sexual orientation, religion, nationality, disability, pregnancy, marital status, veteran status, or any other protected category.
Join our growing global team and accelerate your career with us.
Apply today.
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