Main Responsibilities
Managing Security Consultant is a client-facing role who acts as a trusted advisor helping our clients understand their security challenges and then specifying, planning, and executing consulting engagements to improve their security posture. The consulting engagements include full end to end cycle, from initial client engagement, through assessments and road-mapping, to longer term engagement in an advisory capacity.
The main role of Managing Security Consultant also defines client strategy, business drivers, and associated security services for Governance Risk & Compliance, Crisis Management & Incident Response, Threat Validation & Assurance, Cloud Security, Security Operations, Data Security & Protection, Infrastructure Security and Industrial Security that can help their clients in achieving business and security objectives.
As the role of Managing Security Consultant also leads on small to medium sized engagements and is a key Subject-matter-expert (SME) contributor. The consultant will focus not only on delivery excellence but on providing additional client value and providing pre-sales effort to win security deals. At the experienced level, the consultant continues to develop new offers in line with future market expectation, optimising processes, and standardising governance, educating sales to position new offers as well as support account teams to grow the business on multinational customers, replicating innovative ideas from country to country, align our consulting strategy with our partners.
Expected Business Results:
- Identify and drive security consulting opportunities on current engagement, leading on solution development, negotiations, and contract signature.
- Takes responsibility for engagement revenue and drives revenue optimization where possible.
- Drives engagement gross profit margin through team and partner utilization and ensuring appropriate skills are being utilized.
Client Success
- Lead engagement and manage key client stakeholders as required for successful security consulting delivery.
- Successfully delivers security consulting engagements, including customer satisfaction, revenue/gross profit performance and identification of future opportunities.
- Drives strong customer satisfaction scores through strong client relationships and successful delivery of engagements.
Innovation
- Demonstrate a growth mindset encouraging sales, pre-sales and delivery organizations.
- Drive innovation on delivery engagement, to improve performance and client satisfaction.
- Develop new methods based on successful delivery engagements and contribute to knowledge management for global consulting practices.
- For areas of specialism, demonstrate expertise through external events, Proof-of-Values and whitepapers.
Responsibility to Others
- Act as a mentor sharing expertise and seek out senior mentors to gain insight into leadership styles and growth opportunities.
- Lead security consulting engagements or contribute as part of large engagements. Act as a role model to both technical and sales team members
- Take responsibility for personal and team administrative tasks, assisting and driving completion as required.
- Takes responsibility for personal and team utilization and drives impact across team.
Skills
- Strong consulting capabilities, which are constantly improved through actively using on client engagements. Helps team members to gain core skills.
- Be a subject matter expert in a security competency keeping up with industry trends and developments.
- Drive engagement with industry trends and gain skills to ensure new client requirements and opportunities can be met.
Key responsibilities are as follows:
- Business development and Security Consulting delivery within the Security domain
- Understand Orange Cyberdefense service offerings and stay abreast of changes and enhancements
- Maintain high degree of knowledge for security market trends and changing competitive landscape
- Inform Account Managers of service offerings and changes
- Attend and arrange customer meetings
- Structure and optimise offers as well as creating new ones
- Sales evangelisation
- Assist Account Managers in closing deals
- Attend training sessions, both in-house, vendor specific and external
- Work with various entities from Orange Group to have efficient use of resources on projects for our customers
- Have a close relationship with the different head of consulting in each country
- Have a close relationship with industry leading partner such as Microsoft, Palo Alto Network, Cisco, Fortinet, etc
- Create and maintain internal, and external brand awareness of the International Consulting Practise by means of research and conference talks and other methods
- Organize workshops in area of expertise
- Provide consulting engagement on Large enterprise projects
Experience / Knowledge Required
- Demonstrate as a consultant, and presales experience
- Extensive experience of the security industry
- Experience with security consulting, specifically around leading security technology such as Microsoft security solutions, etc
- Customer facing experience with strong presentation skills
- Language Skills- fluency in English is mandatory
- Experience in writing proposals and scopes, responding to tenders/RFQ/RFP/RFI
- Strong communication skills, both written and verbal
- Sales acumen
- Results-oriented with a strong commitment to meeting deadlines and completing assigned duties
- Cross cultural awareness and comfortable in a matrix management environment
- Confidence, tenacity, creativity, and flexibility in thinking
- Evangelization
- Ability to engage at different levels within multinational customer (eg: security managers, CISO, CFO, …)
- Drive collaboration from strategy through to implementation
Technical Competencies
- Deep technical understanding across cybersecurity domains – Cloud Security, Data & Application Security, Incident Response, Security Intelligence and Operations / Threat Management / Digital Trust – with consulting and architecture experience
- Familiar with Microsoft Security and Defender suites of services
- Prior experience as individual Subject-Matter Expert (SME) / Contributor and managing delivery of cybersecurity services for a client managing senior stakeholders
- Relevant Cybersecurity Industry Credentials would be an added advantage
