Senior Principal Security Services Sales Specialist

NTT Ltd.

1d•Remote

About The Position

The Senior Principal Security Services Sales Specialist is a highly skilled and advanced subject matter expert and a quota-bearing sales persona. This role's primary responsibility is to work with services teams to identify, develop, and close managed service and outsourcing deals. Recognized as the client’s trusted cloud managed services advisor, this role applies consulting-led sales skills to engage and close opportunities with decision-makers. The specialist works directly with clients at various levels, as well as internal sales and delivery expert teams like Client Managers and pre-sales services architects. Deals often involve aligning business outcome-led multi-product/multi-vendor Security solutions with services. This role champions the delivery teams’ understanding of client solution requirements and initiates improvement programs to ensure client commitment, leading to more sales opportunities. Building and developing excellent stakeholder relationships with clients, and fully understanding their industry, is a core focus. The role aims to convert clients to managed services, resulting in multi-year renewals, often involving long sales cycles. This position offers the opportunity to partner with major global organizations to help them transition to new business models.

Requirements

An in-depth understanding of cybersecurity concepts, threats, and common vulnerabilities.
Familiarity with a wide range of security solutions and best practices for securing networks and systems.
Expertise in positioning our service offerings across Managed Services, Support Services, Consulting Services, and Technical Services.
Strong knowledge of IT infrastructure components such as servers, storage, virtualization, and DATA centers.
The ability to articulate the value of standardized, centralized, and optimized services from a business outcome perspective.
Significant business acumen with the ability to conduct strategic client conversations involving financial metrics.
Proven problem-solving skills and a client-centric approach.
Excellent negotiation skills to craft beneficial solutions for both the client and our company.
A bachelor's degree in a technical or sales field, or equivalent experience.
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.
Excellent understanding of cybersecurity concepts, including different types of threats, attack vectors, and common security vulnerabilities.
Excellent knowledge of best practices for securing networks and systems, including secure network architecture, access controls, and authentication mechanisms.
Excellent understanding of and the ability to position company's services offerings that may span multiple technology domains across Managed Services, Support Services, Consulting Services and Technical Services.
Significant understanding of platform delivered services and how to articulate the value of standardized, centralized and optimized services.
Conversant with a business outcome led approach to sales.
Significant understanding of broader IT infrastructure components, such as servers, storage, virtualization, and DATA centers.
Significant understanding of financial statements and metrics, including revenue, expense control, and growth relative to market in order to hold strategic client conversations.
Have the legal knowledge to discuss contracting with the client and understand how to position terms as a value exchange.
Client-centricity coupled with problem solving.
Excellent ability to pro-actively and independently identify and qualify opportunities, an entrepreneurial mindset is key.
Natural team player – ability to coordinate and liaise with delivery teams across multiple business areas.
Quick learner to understand any new solutions that are ready to take to market.

Nice To Haves

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.

Responsibilities

Ensures the generation of demand and selling Security Managed Services solutions by assisting clients to identify and qualify current needs and effectively articulate how the company can add value through its services and solutions offering.
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, ensuring focus remains on top clients/prospects and balancing opportunity size with likely outcomes.
Works cross functionally with partners and/ or vendors to drive select deals through vendor-based opportunities.
Works cross functionally with broader organization such as the Offer Management, Commercial Architecture and delivery teams to promote and support high-value services 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 and execute a competitive win strategy through understanding the client’s business requirements and competitive landscape.
Owns the maintenance of a high level of relevant service knowledge to have meaningful conversations with clients, including the industry that the client operates in.
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, ensuring that internal teams are aware of typical client challenges.
Owns the build and supports commercial solutions for Managed Services solutions and design deals that meet client’s needs and ensure win/win solutions for both client and the organization.
Guides on constructing the managed services deal including the commercial modelling, negotiate contractual terms, mitigate legal risk and obstacles, and move the proposal to close to meet assigned quota.
Guides on managing a pipeline of opportunities and creating and documenting a shared strategy to meet sales target such as net new customer pursuit plans to land new logos, activities to achieve client satisfaction, minimize churn, cross-sell, upsell, revenue, and margin goals.
Works with cross functional sales teams and commercial architects to successfully position the service and see the opportunity through to closure.
Works with cross functional internal teams to ensure scope of work and proposals are tracked, managed and delivered on time.
Develops and owns the implementation of 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.
Guides on ensuring DATA is accurate based on sales reporting standards to provide DATA-driven insights.
Advises on the negotiation of deals with clients and lead the internal account management team to enable conclusion of services deals.
Advises on the knowledge base of company’s solutions and services by sharing best practices, industry and technology trends with internal stakeholders and clients.
Leads on regional reporting cadence as it relates to regional performance and major deal reviews.