About the Company
The Security Sales Specialist works directly with clients at a variety of levels, as well as internal subject matter experts. A substantial amount of time is spent on engaged selling or supporting the sales process in partnership with Client Managers. This role contributes to the pre-sales process by working with pre-sales architects to create the best solution design for the client, as well as 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.
About the Role
The Security Sales Specialist is responsible for driving pipeline to achieve allocated security budget numbers and maintaining subject matter expertise in the Security technology domain or solutions set.
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 awareness of the competitive landscape, market pricing, and strategy and how to penetrate a new market.
- Interacts and engages with clients to uncover and understand client business goals.
- 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.
- Uses understanding of the client's business and depth of knowledge on the Security solutions to personalize the conversation.
- Maintains a high level of relevant product and service knowledge to have meaningful conversations with potential and existing clients.
- 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.
- Establishes relationships with multiple client stakeholders and secures deals with clients to achieve assigned sales quotas and targets.
- Be able to spot 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 client's organization and credibility.
- Collaboratively works 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.
Qualifications
- Bachelor's degree or equivalent in a Technical or Sales field or related is preferred.
- Certified in industry relevant structured sales methodologies and negotiation skills.
- Preferred certifications (but not limited to) CISSP, CompTIA Security+, GISF.
Required Skills
- Displays success in achieving and exceeding sales and financial goals.
- Seasoned proficiency in developing and encouraging meaningful customer relationships up to C-level.
- Displays ability to deliver engaging sales presentations and elevator pitches.
- Close attention to maintaining up to date, accurate sales forecast and close plans.
- Seasoned proficiency in team selling approach.
- Seasoned 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.
