Security Technology Sales Specialist

• 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 a high level of relevant product and service knowledge to have meaningful conversations with potential and existing clients
• Maintains awareness of the competitive landscape, market pricing, and strategy and how to penetrate a new market
• 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
• 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
• Establishes relationships with multiple client stakeholders and secures deals with clients to achieve assigned sales quotas and targets
• Uses 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
• 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

• 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
• Certifications on security market solutions are a asset
• Seasoned sales experience in a technology or services environment, particularly selling Security solutions
• Seasoned experience of solution-based selling with a proven track record of sales over-achievement
• Seasoned experience in selling complex security solutions and services to C-Level clients
• Experience in resolving a wide range of issues in creative ways to meet targets and objectives
• Seasoned experience in networking with senior internal and external people in the specialist area of expertise

Certifications on security market solutions are a asset