Security Sales Specialist
il y a 2 jours
About the Role
The Security Sales Specialist role is a quota-bearing sales persona responsible for pursuing and landing qualified leads identified by the Client Management team and other respective teams. This role contributes to the pre-sales process by working with pre-sales architects to create the best solution design for the client.
Key Responsibilities
- Own and drive pipeline to achieve allocated security budget numbers
- Drive positive brand recognition on security business in-country and in-region
- Maintain subject matter expertise in the Security technology domain or solutions set
- Support the closure of sales based on Security technology domain knowledge
- Address the technology conceptual challenges during the sales process
- Maintain a high level of relevant product and service knowledge to have meaningful conversations with potential and existing clients
- Maintain awareness of the competitive landscape, market pricing, and strategy and how to penetrate a new market
- 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, as well as client teams
- Work with relevant technology vendors and ensure a deep understanding of their solutions and how they can contribute to our own solutions set
- Interact and engage with clients to uncover and understand client business goals
- Articulate the Security solution/deliverables that the client requires, as opposed to the products that they need to buy
- Articulate our value propositions throughout all steps in the sales process
- Conduct functional gap analysis and address business issues raised by clients
- Prepare and conduct client workshops and presentations
- Establish relationships with multiple client stakeholders and secure deals with clients to achieve assigned sales quotas and targets
- 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
- Be able to spot new sales opportunities within an account and work with the sales teams to drive them to closure
- Pursue and land qualified leads identified by the client managers and other lead generation sources
- Work alongside Client Managers to support the sales process, position technology solutions, and close the deal
- Support the wider territory sales plan and execute the sales strategy, and based on that define your own plan for your solution to achieve your sales targets
- Develop and maintain clear account plans for appropriate clients and targets
- Discover, forecast, and run opportunities in the medium and long-term
- Scope and document Security solutions to meet customer requirements
- Identify, assess and highlight client risks that could prove detrimental to the client's organisation and credibility
- Collaboratively work with sales teams, especially Client Managers, to successfully close the deal
- Partner with internal teams to ensure the scope of work and proposals are tracked and managed
- Work closely with other in-territory counterparts and matrix teams to achieve the shared goal of growth
- Use sales methodologies and tools such as target plans, opportunity plans, and account plans to drive the sales process
- Develop and implement 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
Requirements
- 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
- Understanding of the technical concepts of Security solutions and display the ability to provide technical consultation and guidance to customers
- Demonstrate success in achieving and exceeding sales and financial goals
- Proficiency in developing and encouraging meaningful customer relationships up to C-level
- Delivery of engaging sales presentations and elevator pitches
- Close attention to maintaining up to date, accurate sales forecast and close plans
- Proficiency in team selling approach
- In-depth knowledge of competitors and ability to apply competing successful sales strategies
- Ability to define sales strategy
- 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
- Negotiation skills to craft solutions that are beneficial to customers, partners, and NTT overall
- Good business acumen
- Client engagement and management skills
- Phenomenal teammate, with know how to drive sales teams and collaborate with them
Preferred Qualifications
- A Degree in a Technical or Sales field is preferred but not essential
- Certified in industry relevant structured sales methodologies and negotiation skills.
Preferred Certifications
- CISSP, CompTIA Security+, GISF
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, colour, 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.
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