Senior Security Technology Sales Specialist

• Owns and drives pipeline to achieve allocated security budget numbers
• Drives positive brand recognition on security business in-country
• 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 comprehensive 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
• Articulates the Security solution/deliverables that the client requires, as opposed to the products that they need to buy
• Prepares and drives 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
• Capable of spotting 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 work 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
• 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
• Develop and maintains relationships with the security ecosystem of vendors

• German or French proficiency at C1/C2 level
• Advanced sales experience in a technology or services environment, particularly selling Security solutions
• Experience in selling Managed Services to large multinationals
• Advanced experience 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 security 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 understanding of security principles, concepts, and technologies, including knowledge of cybersecurity infrastructure solutions, threat management, network security, service design, SecOps, AIOps, DATA security/privacy and best practices in securing DATA and IT infrastructure
• Advanced understanding of the technical concepts of Security solutions and display the ability to provide technical consultation and guidance to customers
• Advanced proficiency in developing and encouraging meaningful customer relationships up to C-level
• Advanced proficiency in team selling approach
• Advanced knowledge of competitors and cybersecurity ecosystem 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
• Ability to blend in larger teams to build multi-tower, full-stack IT solutions
• Financial knowledge allowing the building of complex costing and pricing models
• Displays negotiation capabilities to craft solutions that are beneficial to customers, partners, and organization overall

• Master's degree or equivalent in a Technical or Sales field or related is preferred
• Vendors certifications is a plus

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