About the role
Do you enjoy working on a high-performing, fast-paced sales team? As threats become more frequent and sophisticated, we must work to keep our customers safe through our Security Solutions. As a Sales Security Specialist, you will drive consumption and grow business with existing strategic customers by initiating conversations, guiding others on demos or quotes and the collaboration with partners or internal teams (e.g., Technical Sales Professionals, Global Black Belts). You will bring impactful industry insights into customer engagements and closes deals with customers. Acts as a thought leader across solution areas to advise customers across business functions on digital transformation. Leads virtual transformational shifts to drive deployment and create business value for customers. May lead partner integration into account/territory planning and customer engagements. You will develop sales and business strategy options, while also being able to successfully execute complex opportunities. OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 4+ years of technology-related security sales experience OR equivalent experience 15+ years technology-related sales or account management experience OR Bachelor's Degree in Information Technology, or related field AND 8+ years technology-related sales or account management experience OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 5+ years technology-related sales or account management experience. OR Experience selling security solutions to CISO, CDO, CTO and other key C-level stakeholders. OR Industry experience and application of security solutions within Retail Healthcare, Manufacturing, etc. is a plus IR Technical passion with good understanding of cloud security technologies - Threat protection (Endpoint security, E-mail security, Incident Response, etc.), Kill Chain, CNAPP, SIEM, Multi-Cloud Security, Identity and Access management, Experience with competitive Security solutions (e.g. Palo Alto, Cisco, CrowdStrike, etc.) is a plus Be the security leader and expert for your assigned territory. Leads and plans for accounts across territories, does business analysis to pursue high-potential sales opportunities and manages the End-to-End Security business across the territory. Develop and maintain a strong pipeline of sales opportunities, ensuring that sales targets are met or exceeded. Understand customer budget, timeline, buying process and map out the key customer stakeholders. Understand customer cloud and security initiatives, compete landscape as well as gaps between current and desired security posture. Capture the opportunity of customers' journey to balance the need for security and employee productivity with the right process and visibility. Demo and whiteboard the cloud security solutions and the relevant security architecture. Lead and orchestrate V-Team to drive an end-to-end value selling from discovery to demonstrating and proving business value. Engage security partners to help scale and accelerate the sales cycle while also ensuring a deployment plan is in place for accelerated deployment with partner added value services. Perform Return on Investment (ROI) and Total Cost of Ownership (TCO) analysis and leverage various commercial offers and programs to build a compelling business case accelerating negotiations and deal closure. Manage sales hygiene via accurate forecasting and deal updates within sales CRM.
