Senior Principal Security Services Sales Specialist

NTT Ltd.•Ohio, United States of America, OH

32d•$115,000 - $213,000•Remote

About The Position

The Senior Principal Security Services Sales Specialist is a highly skilled and advanced subject matter expert and is a quota-bearing sales persona. This go-to-market role has the primary responsibility to work with services teams to identify, develop, and close managed service and outsourcing deals. This is a services expert role, recognized as the client’s trusted cloud managed services advisor and applies consulting led sales skills to engage and close opportunities with decision-makers. This role works directly with clients at a variety of levels, as well as other internal sales and delivery expert teams such as Client Managers and pre-sales services-type architects and post the sale; the delivery teams that will manage the client’s outsourced solution. Deals often involve alignment on business outcome led multi-product/multi-vendor Security solutions with services. This role ‘champions’ the delivery teams’ understanding of the client’s solution requirements, and initiates improvement programs ensuring that the client remains committed to solutions which leads to more sales opportunities. Building and developing excellent stakeholder relationships with clients, fully understanding the client and the industry in which they operate will be a core focus of this role. The focus of this role remains on converting the client to a managed services client resulting in multi-year renewals; deals may involve a long sales cycle. As a Senior Principal Security Services Sales Specialist, this role has the opportunity to partner with some of the biggest global organizations helping them convert 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.
Excellent understanding of cybersecurity concepts, including different types of threats, attack vectors, and common security vulnerabilities
Familiarity with a wide range of security solutions
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.
Significant business acumen and negotiation skills to craft solutions that are beneficial to the company and the client.
Excellent ability to pro-actively and independently identify and qualify opportunities, an entrepreneurial mindset if 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.
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.

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
Sales partnership
Managed Services industry trusted advisor
Deal construct
Drives the sales process