Job Description
Do you enjoy working on a high-performing, fast-paced sales team? Are you insatiably curious and do you lean into uncertainty, take risks, and learn quickly from your mistakes? If so, we are looking for you! At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry's most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation. SME&C is more than a sales organization—it's a culture of innovation, opportunity, and inclusivity. Here, you'll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do. If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business. As a Digital Security Specialist, you will have a deep understanding of customers' business and its priorities to drive conversations with customers on digital transformation across multiple solution areas, in collaboration with partners and services. Collaborates with account teams, partners, or services to track, qualify, and expand new opportunities. Identifies, develops, proposes, and articulates solutions that align with customer needs. Contributes input and coaches junior team on strategies to drive and close prioritized opportunities. Collaborates with One Commercial Partner (OCP) and partners to cross-sell, up-sell, and co-sell. Applies the orchestration model to proactively drive deal closure by identifying and aligning internal stakeholders and leveraging and expanding relationships with partners. Proactively provides analysis of the competitive landscape in supported solution area and decides to pursue or withdrawal. Contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation. Manages and/or orchestrates sales and delivery success through the account team and pursuit team. Engages with internal and external stakeholders on business planning, rhythm-of-business (ROB) meetings to review and plan for assigned accounts. Collaborates with internal teams and partners to conduct business analysis to pursue high-potential customers and develop a target list of potential business. Manages the end-to-end business of the assigned territory.
