Job Description
The primary focus is to play a leading role as the Technical Sales Driver in providing pre-sales technical expertise to the Account team and customers for CyberSecurity opportunities. You build opportunities / pipeline through an outcome-based consultative approach and drive deal closure that pull through other solutions and products. At the same time, you should also educate the target market on transformation and its value offerings, roadmap and its differentiation of its market leading role.
The key function involves leading opportunity development efforts from lead qualification through closure. You take ownership of the solution design process to ensure the selection and use of best fitting technology, delivery and support processes. You own the preparation and presentation of technical and commercial proposals of how solutions and products can meet customer’s needs and be integrated with customer’s systems and equipment.
Responsibilities
- Introduce portfolio of solutions and services to achieve a high share-of-wallet in the account by positioning strengths and capabilities in front of customers
- Understand customer’s businesses, and identify influencers and decision makers within a customer organization. Focus on identifying customer’s business challenges and developing strong value propositions to help customers meet their business objectives
- Engage effectively with all levels across a customer’s organization to include all C-level executives, negotiate with customers and effectively close business deals
- Prepares, presents and conveys the customers benefit of solutions in bid proposals and presentations
- Reviews, edits and optimizes the documents and give recommendations for improvement to technical authors or even rewrite major parts; Provide guidance and coaching to technical authors
- Identifies and summarizes main obligations and risks of contracts
- Negotiation Support: Support in developing the contract and if necessary participation in contract negotiations, to bridge possible gaps between legal, technical and commercial solution
- Interact with internal departments and external partners to develop and implement strategies, plans and business models
- Ensure revenue targets are met
- Proper planning, monitoring and accurate forecasts on billing
- Ensure excellent Customer Satisfaction levels with every Customer engagement
Qualifications
- Diploma or Degree in IT, Computer Science or related field
- Minimum 8 years’ proven customer engagement (in presales, business development and account management) track record in the Telecommunications or IT industry
- Qualifications in Security technologies, practices, methodologies and standards
- Professional information security certifications or related security product certifications such as ISMS, CISSP, CISA, CISM, GIAC is preferred
- Demonstrated experience in Security architectural design and proposal of complex solutions in enterprise customer environment
- Understanding of the Security industry and evolution of technologies, threats causing vulnerabilities
- Proficient in 2 or more of the following technologies/technology vendors/Solutions like Palo Alto, Trend Micro, FireEye, Checkpoint, Mcafee, RSA, Symantec, Fortinet, Cisco, CASB, IAM, APT, SIEM
- High degree of self-motivation, strong commitment and result oriented
- Dedicated professional with excellent written and verbal communication skills
- Independent and resourceful team player with a genuine enthusiasm for providing excellent support to internal and external customers
