Security Solutions Specialist

Job Overview

Make a meaningful impact with NTT DATA
We are a global innovator of business and technology services, with a reputation for technical excellence and leading innovations. Our company culture values diversity and inclusion, providing an environment where you can grow, belong, and thrive.

Your role at NTT DATA

The Security Sales Specialist role is a quota-bearing sales persona focused on pursuing and landing qualified leads identified by the Client Management team. You will identify new opportunities from existing accounts and present solutions, value propositions, and partner configurations to meet client needs. You will work directly with clients at various levels, as well as internal subject matter experts. A significant amount of time will be spent on engaged selling or supporting the sales process with Client Managers.

Key Responsibilities

1. Own and drive pipeline to achieve allocated security budget numbers
2. Drive positive brand recognition on security business in-country and in-region
3. Maintain subject matter expertise in the Security technology domain or solutions set
4. Support the closure of sales based on Security technology domain knowledge
5. Address technology conceptual challenges during the sales process
6. Maintain a high level of relevant product and service knowledge to have meaningful conversations with potential and existing clients
7. Maintain awareness of the competitive landscape, market pricing, and strategy to penetrate a new market
8. Contribute to the knowledge base of NTT Ltd.'s solutions and services within a practice area or service area by sharing best practices with internal teams and client teams
9. Work with relevant technology vendors to understand their solutions and how they contribute to our solutions set
10. Interact and engage with clients to uncover and understand client business goals
11. Articulate the Security solution/deliverables that the client requires, as opposed to the products they need to buy
12. Articulate our value propositions throughout all steps in the sales process
13. Conduct functional gap analysis and address business issues raised by clients
14. Prepare and conduct client workshops and presentations
15. Establish relationships with multiple client stakeholders and secure deals with clients to achieve assigned sales quotas and targets
16. Use 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
17. Be able to spot new sales opportunities within an account and work with the sales teams to drive them to closure
18. Pursue and land qualified leads identified by the Client Managers and other lead generation sources
19. Work alongside Client Managers to support the sales process, position technology solutions, and close the deal
20. Support the wider territory sales plan and execute the sales strategy, defining your own plan for your solution to achieve your sales targets
21. Develop and maintain clear account plans for appropriate clients and targets
22. Discover, forecast, and run opportunities in the medium and long-term
23. Scope and document Security solutions to meet customer requirements
24. Identify, assess, and highlight client risks that could prove detrimental to the client's organization and credibility
25. Collaborate with sales teams, especially Client Managers, to successfully close the deal
26. Partner with internal teams to ensure the scope of work and proposals are tracked and managed
27. Work closely with other in-territory counterparts and matrix teams to achieve the shared goal of growth
28. Use sales methodologies and tools such as target plans, opportunity plans, and account plans to drive the sales process
29. Develop and implement an opportunity plan, providing regular check-ins with the primary point of contact and having an established process for getting buy-in from all stakeholders

Required Skills and Knowledge

1. A deep understanding of security principles, concepts, and technologies, including knowledge of NIST CSF, ISO 27001, cybersecurity solutions, network security, data security/privacy, and best practices in securing data and IT infrastructure
2. Understanding of the technical concepts of Security solutions and the ability to provide technical consultation and guidance to customers
3. Demonstrate success in achieving and exceeding sales and financial goals
4. Proficiency in developing and encouraging meaningful customer relationships up to C-level
5. Delivery of engaging sales presentations and elevator pitches
6. Close attention to maintaining up-to-date, accurate sales forecast and close plans
7. Proficiency in team selling approach
8. In-depth knowledge of competitors and the ability to apply competing successful sales strategies
9. Ability to define sales strategy
10. Client-centric approach, with the ability to understand customer problems and find best-fit solutions
11. Flexible to adapt quickly to short, new missions or urgent deadlines
12. Negotiation skills to craft solutions that are beneficial to customers, partners, and NTT overall
13. Good business acumen
14. Client engagement and management skills
15. Phenomenal teammate, with the ability to drive sales teams and collaborate with them

Academic Qualifications and Certifications

1. A Degree in a Technical or Sales field is preferred but not essential
2. Certified in industry-relevant structured sales methodologies and negotiation skills

Preferred Certifications

1. CISSP, CompTIA Security+, GISF

Required Experience

1. Seasoned sales experience in a technology or services environment, particularly selling Security solutions
2. Seasoned understanding of IT Managed Services environment
3. Seasoned experience of solution-based selling with a proven track record of sales over-achievement
4. Seasoned experience in selling complex solutions and services to C-Level clients
5. Experience in resolving a wide range of issues in creative ways to meet targets and objectives
6. Seasoned experience in networking with senior internal and external people in the specialist area of expertise
7. Expert-level capability and the ability to work independently with little instruction on day-to-day workload

About NTT DATA

NTT DATA is a $30+ billion trusted global innovator of business and technology services. We serve 75% of the Fortune Global 100 and are committed to helping clients innovate, optimize, and transform for long-term success. We invest over $3.6 billion each year in R&D to help organizations and society move confidently and sustainably into the digital future. As a Global Top Employer, we have diverse experts in more than 50 countries and a robust partner ecosystem of established and start-up companies. Our services include business and technology consulting, data and artificial intelligence, industry solutions, as well as the development, implementation, and management of applications, infrastructure, and connectivity. We are also one of the leading providers of digital and AI infrastructure in the world. NTT DATA is part of NTT Group and headquartered in Tokyo.

Equal Opportunity Employer

NTT DATA is proud to be an Equal Opportunity Employer with a global culture that embraces diversity. We are committed to providing an environment free of unfair discrimination and harassment. We do not discriminate based on age, race, color, gender, sexual orientation, religion, nationality, disability, pregnancy, marital status, veteran status, or any other protected category. Join our growing global team and accelerate your career with us. Apply today.