ensures the generation of demand and selling Security Managed Services solutions
guides on addressing the objections that a client may pose in moving to a managed services solution
guides on allocating and deciding sales time between assigned clients and new prospect opportunities
ensures focus remains on the top clients/prospects and balance opportunity size with likely outcomes
works cross functionally with partners and/ or vendors to drive select deals through vendor-based opportunities
advises on regional sales governance processes and deal Clinics to profile opportunities
guides on building deep and long-term relationships with client leaders in a Managed Services opportunity
owns the maintenance of a high level of relevant service knowledge to have meaningful conversations with clients
develops the knowledge base of company's services solutions within a services practice by sharing best practices with internal teams as well as client teams
drives the sales process by managing a pipeline of opportunities and creating and documenting a shared strategy to meet sales targets
advises on the negotiation of deals with clients and lead the internal account management team to enable conclusion of services deals
leads on regional reporting cadence as it relates to regional performance and major deal reviews

8+ years in a similar position with extensive security and sales experience
impressive track record of managed services solutions to large enterprise accounts
significant demonstrated experience selling complex solutions and services to the C-suite in large enterprise accounts
significant demonstrated experience structuring large, multi-year profitable contracts
significant demonstrated ability building strong relationships with clients across all levels; but especially the C-suite
significant demonstrated experience of networking with senior internal and external people in the specialist area of expertise
significant demonstrated experience in managing the entire sales process, contracting process and legal implications of a deal
a bachelor's degree in a technical or sales field, or equivalent experience
certifications such as Scotworks and Solution selling is desired
solution selling/SPIN certifications is desired
desired technology certifications include AWS Cloud Practitioner Essentials Training, MS Azure Fundamentals Training or latest equivalent

Senior Principal Security Services Sales Specialist

Key skills