Job Type: Full time
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.
Key Responsibilities: Provide Domain and Industry Subject Matter Expertise Maintain Subject matter expertise in the domain of Cybersecurity. Address the technology conceptual challenges during the sales process. Maintain 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 market. Contribute to the knowledge base of NTT DATA solutions and services within the Cybersecurity practice by sharing best practices with internal teams, as well as client teams. Work 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 Uncover and understand client business goals. Articulate the solution/deliverables that the client requires, as opposed to the products that they need to buy. Articulate our value propositions throughout all steps in the sales process. Conduct functional gap analysis and address business issues raised by clients. Prepare and conduct client workshops and presentations. Establish relationships with multiple client stakeholders and secure deals with clients to achieve assigned sales quotas and targets. Use 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 need. Opportunity Identification and Closing Sales Be able to spot new sales opportunities within an account and work with the sales teams to drive them to closure. Pursue and land qualified leads identified by the client managers and other lead generation sources. Work alongside Client Managers to support the sales process, position technology solutions, and close the deal. Execute on the Sales Strategy Support 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 targets. Develop and maintain clear account plans for appropriate clients and targets. Discover, forecast, and run opportunities in the medium and long-term. Scope and document Cybersecurity solutions to meet customer requirements. Identify, assess and highlight client risks that could prove detrimental to the client's organization and credibility. Supporting the Sales Process Collaboratively work with sales teams, especially Client Managers, to successfully close the deal. Partner with internal teams to ensure the scope of work and proposals are tracked and managed. Work closely with other in-territory counterparts and matrix teams to achieve the shared goal of growth. Use NTT Ltd.'s sales methodologies and tools such as target plans, opportunity plans, and account plans to drive the sales process. Develop 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 stakeholders. What would make you a great fit for the role? Experience Solid sales experience in Cybersecurity and or Cloud/ SaaS. Sound understanding of IT/ Cybersecurity Managed Services environment. Demonstrable experience of solution-based selling with a proven track record of sales over-achievement. Prior experience in selling complex solutions and services to C-Level clients. Strong experience selling in the Banking and Financial Services Industry (BFSI) sector. Experience in resolving a wide range of issues in creative ways to meet targets and objectives. Strong experience in networking with senior internal and external people in the specialist area of expertise. Expert level capability and the ability to work independently with little instruction on day-to-day workload. Desirable: Existing relationships and proven track record selling to NSW Government/ Higher Education. Education and Training A Degree in a Technical or Sales field is preferred but not essential. Negotiation Skill methodologies such as Scotworks. Security Sales Certifications from vendors. Desirable: AWS Cloud Practitioner Essentials Training, MS Azure Fundamentals Training, or latest equivalent are also desirable. Your application will include the following questions:
Which of the following statements best describes your right to work in Australia? How many years' experience do you have as a Cyber Security Specialist? How many years' experience do you have as a Cyber Security Sales Specialist? #J-18808-Ljbffr