Sales Specialist, Cybersecurity Technology

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