Solution Sales Specialists - Cybersecurity

Descripción del puesto:

Security has never been more top of mind for governments and businesses, and (COMPANY NAME) Security Solution is committed to keeping nations and citizens secure in an increasingly complex cyber landscape. As the largest security company in the world, we are ideally placed to think outside the box to help our customers make the world a safer place. Following a year of incredible success, we are excited to be expanding our team with ambitious, diversified, and driven new talent, eager to make a difference in the fight against cybercrime. We are keen to hear your thoughts on how we can further achieve our purpose. Join our team and discover unique opportunities to grow, develop and learn.
In the Security Specialists team, we are looking for passionate, experienced, and credible specialist sellers with a drive for developing and winning strategic opportunities that deliver end-to-end security thought leadership, driving significant customer value, and enabling transformational customer outcomes. The Specialist seller works closely with customers to identify their cybersecurity needs and recommend the best solutions from (COMPANY NAME)'s suite of products and services. As a Security Specialist you will build secure digital transformation strategies with customers, collaborating with different groups inside the Customer environment to successfully enable them to be more secure. You will lead consultative customer conversations and collaborate on the planning, orchestration, and execution of end-to-end Security opportunities with internal stakeholders and partners to cross-sell and up-sell. This opportunity will allow you to learn and accelerate your career growth, hone your solution sales and collaboration skills, and deepen your end-to-end security expertise.
We are looking for a passionate, experienced, and credible security sales professional experienced in selling cybersecurity solutions across threat protection, secure multi-cloud, and compliance to join our global team of Security Specialists.
(COMPANY NAME)'s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

What do you do
Sales Execution
* Engages in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry. Initiates conversations with customers on digital transformation in a solution area, in collaboration with partners and services. Shares learning on digital transformation through seminars, workshops, webinars, and direct engagement.
* Collaborates with team members to discover new opportunities. Drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., Marketing). Collaborates with account teams, partners, or services to track and qualify new opportunities. Collaborates with other teams (e.g., account teams) and services to build pipeline. Interfaces with customers and builds relationships via social selling. Applies (COMPANY NAME)'s sales process (MSP) to determine the quality of the opportunity and whether to proceed.
* Identifies opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with partners or internal teams (e.g., Technical Sales Professionals, Global Black Belts. For licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners.
* Identifies customer business needs and technical readiness. Collaborates with internal teams, partners, and services to propose prioritized solutions that align with customers' needs. Leverages the value propositions to communicate business impact of proposed solutions. Listens to customers to understand business outcomes.
* Develops an understanding of external stakeholders' mapping, including who the decision makers and influencers are. Participates with account teams (e.g., Account Executives) in communication with business or subject matter decision makers at the customer's/partner's business.
* Implements strategies to help accelerate the closing of deals in collaboration with other team members. Implements close plans (e.g., how to map timeline, engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure.
Scaling and Collaboration
* Collaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell and up-sell products, solutions, and services. Identifies new partners by researching and discussing with partners on customer scenarios. Develops joint proposal with partners. Implements partner strategies to scale the business.
* Applies the orchestration model to leverage relationships with stakeholders and partners (e.g., Enterprise Operating Unit).
Technical Expertise
* Extends relationships with peers and senior team members across solution areas. Creates connections at technical community events.
* Initiates conversations with prospective customers/partners at events to expand external network. Acts as a subject matter expert in one or more solution area(s).*
* Researches competitor products, solutions, and/or services and collaborates with the 'compete' global black belts (GBB) to implement strategies to position (COMPANY NAME) against competitors in customer communication.
Sales Excellence
* Collaborates with partners and resources and learns about customer business. Supports senior team members to explore business and emerging opportunities.
* Seeks client feedback (both formal and informal) to identify and understand the drivers of satisfaction and execute plans to maintain and continue to build on it, and to identify and understand the drivers of dissatisfaction, determine the root cause of problems, and establish recovery action plan to improve clients' overall experience. Shares feedback with account teams.
* Collaborates with extended sales team, partners, and marketing to conduct business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business.
Manages the pipeline of the assigned territory. Conducts forecasting for assigned accounts and develops a portfolio and territory plan with guidance.
* Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry

Requerimientos del candidato/a:

Required/Minimum Qualifications
* 3+ years technology-related sales or account management experience
o OR Bachelor's Degree in Information Technology, or related field AND 2+ years technology-related sales or account management experience.
Fluent in English and Spanish
Additional or Preferred Qualifications
* 4+ years technology-related sales or account management experience
o OR Bachelor's Degree in Information Technology, or related field AND 3+ years technology-related sales or account management work experience.
* 2+ years solution or services sales experience in Cybersecurity

(COMPANY NAME) is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with (COMPANY NAME) and the country where you work