Senior Sales Specialist - Cyber Security

Continue to make an impact with a company that is pushing the boundaries of what is possible. At NTT DATA, we are renowned for our technical excellence, leading innovations, and making a difference for our clients and society. Our workplace embraces diversity and inclusion – it's a place where you can continue to grow, belong, and thrive. Your career here is about believing in yourself and seizing new opportunities and challenges. It's about expanding your skills and expertise in your current role and preparing yourself for future advancements. That's why we encourage you to take every opportunity to further your career within our great global team. Grow Your Career with NTT DATA NTT 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 doing 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 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 understanding 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. Defining deals 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/ Saa S. 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. 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. Attributes Demonstrated 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 Working Equal Opportunity Employer NTT 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. Accelerate your career with us. Apply today. #J-18808-Ljbffr