Senior Sales Specialist - Cyber Security

Make an impact with NTT DATA Join 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 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 Ltd's 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, and understandingUncover 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 salesBe 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 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 targets.Develop and maintain clear account plans for appropriate clients and targets.Discover, forecast, and run opportunities in the medium and long-term.Defining dealsScope 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 ProcessCollaboratively 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?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 TrainingA Degree in a Technical or Sales field is preferred but not essential.Negotiation Skill methodologies such as Scotworks.Solution Selling/SPIN skills.Security Sales Certifications from vendors.Desirable: AWS Cloud Practitioner Essentials Training, MS Azure Fundamentals Training, or latest equivalent are also desirable.AttributesDemonstrated success in achieving and exceeding sales and financial goals.Mastery 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 presentations.Proficiency in team selling approach.In-depth knowledge of competitors and ability to apply competing successful sales strategies.Ability to define sales strategy.Has a client-centric approach, able to understand customer problems and find best-fit solutions.Flexible to adapt quickly to short, new missions or urgent deadlines.Negotiation skills to craft solutions that are beneficial to customers, partners, and NTT overall.Strong business acumen.Client Engagement and management Skills.Solution Sales Skills.A phenomenal teammate, who knows how to drive sales teams and collaborate with them.Workplace 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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