Sales Specialist, Cybersecurity Technology

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The Senior Security Sales Specialist is a quota-bearing sales persona, and the primary purpose of this role is to pursue and land qualified leads identified by the Client Management team and other respective teams.

The Senior Security Sales Specialist identifies new opportunities from a selection of existing accounts, and presents solutions, value propositions, partner configurations, cost structures, and revenue models to the client that meet their needs.

The Senior 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.

Working at NTT

Key Roles and Responsibilities:

• Own and drive pipeline to achieve allocated security budget numbers.
• Drive positive brand recognition on security business in-country and in-region.
• Maintain subject matter expertise in the Security technology domain or solutions set.
• Support the closure of sales based on Security technology domain knowledge.
• Address the technology conceptual challenges during the sales process.
• Maintain a comprehensive level of relevant product and service knowledge to have meaningful conversations with potential and existing clients.
• Maintain awareness of the competitive landscape, market pricing, and strategy and how to penetrate a new market.
• Contribute to the knowledge base of NTT's solutions and services within a practice area or service area by sharing best practices with internal teams, as well as client teams.
• Work with relevant technology vendors and ensure a deep understanding of their solutions and how they can contribute to our own solutions set.
• Interact and engage with clients to uncover and understand client business goals.
• Articulate the Security 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 Security solutions to personalize the recommended solution in line with the client’s need.
• Capable of spotting 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.
• 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 Security solutions to meet customer requirements.
• Identify, assess and highlight client risks that could prove detrimental to the client’s organisation and credibility.
• 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 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.

Knowledge, Skills and Attributes:

• A thorough understanding of security principles, concepts, and technologies, including knowledge of NIST CSF, ISO 27001, cybersecurity solutions, network security, data security/privacy and best practices in securing data and IT infrastructure.
• Solid understanding of the technical concepts of Security solutions and display the ability to provide technical consultation and guidance to customers.
• Demonstrate success in achieving and exceeding sales and financial goals.
• Proficiency in developing and encouraging meaningful customer relationships up to C-level.
• Delivery of engaging sales presentations and elevator pitches.
• Close attention to maintaining up to date, accurate sales forecast and close plans.
• Proficiency in team selling approach.
• Comprehensive knowledge of competitors and ability to apply competing successful sales strategies.
• Ability to define sales strategy.
• 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
• Negotiation skills to craft solutions that are beneficial to customers, partners, and NTT overall
• Solid business acumen.
• Good client engagement and management skills.
• Phenomenal teammate, with know how to drive sales teams and collaborate with them.

Academic Qualifications and Certifications:

• A 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 Experience:

• Advanced sales experience in a technology or services environment, particularly selling Security solutions.
• Advanced understanding of IT Managed Services environment.
• Advanced demonstrable experience of solution-based selling with a proven track record of sales over-achievement.
• Advanced experience in selling complex solutions and services to C-Level clients.
• Advanced experience in resolving a wide range of issues in creative ways to meet targets and objectives.
• Advanced demonstrable experience in networking with senior internal and external people in the specialist area of expertise.
• Advanced level capability and the ability to work independently with little instruction on day-to-day workload.

Skills Summary

Account Planning, Identifying Sales Opportunities, IT Security Best Practices, Sales Process, Security Evaluations, Security Management Systems, Security Technologies

Workplace type:

On-site Working

Equal Opportunity Employer

NTT 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, color, sex, religion, national origin, disability, pregnancy, marital status, sexual orientation, gender reassignment, veteran status, or other protected category