Key Responsibilities:

<ul>
<li>Owns and drives pipeline to achieve allocated security budget numbers.</li>
</ul>

<ul>
<li>Drives positive brand recognition on security business in-country and in-region.</li>
</ul>

<ul>
<li>Maintains subject matter expertise in the Security technology domain or solutions set.</li>
</ul>

<ul>
<li>Supports the closure of sales based on Security technology domain knowledge.</li>
</ul>

<ul>
<li>Addresses the technology conceptual challenges during the sales process.</li>
</ul>

<ul>
<li>Maintains a comprehensive level of relevant product and service knowledge to have meaningful conversations with potential and existing clients.</li>
</ul>

<ul>
<li>Maintains awareness of the competitive landscape, market pricing, and strategy and how to penetrate a new market.</li>
</ul>

<ul>
<li>Contributes to the knowledge base of the company's solutions and services within a practice area or service area by sharing best practices with internal teams, as well as client teams.</li>
</ul>

<ul>
<li>Works with relevant technology vendors and ensures a deep understanding of their solutions and how they can contribute to our own solutions set.</li>
</ul>

<ul>
<li>Articulates the Security solution/deliverables that the client requires, as opposed to the products that they need to buy.</li>
</ul>

<ul>
<li>Prepares and conducts client workshops and presentations.</li>
</ul>

<ul>
<li>Establishes relationships with multiple client stakeholders and secures deals with clients to achieve assigned sales quotas and targets.</li>
</ul>

<ul>
<li>Uses 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.</li>
</ul>

<ul>
<li>Capable of spotting new sales opportunities within an account and work with the sales teams to drive them to closure.</li>
</ul>

<ul>
<li>Pursues and lands qualified leads identified by the client managers and other lead generation sources.</li>
</ul>

<ul>
<li>Develops and maintains clear account plans for appropriate clients and targets.</li>
</ul>

<ul>
<li>Discovers, forecasts, and runs opportunities in the medium and long-term.</li>
</ul>

<ul>
<li>Identifies, assesses and highlights client risks that could prove detrimental to the client’s organization and credibility.</li>
</ul>

<ul>
<li>Collaboratively work with sales teams, especially Client Managers, to successfully close the deal.</li>
</ul>

<ul>
<li>Works closely with other in-territory counterparts and matrix teams to achieve the shared goal of growth.</li>
</ul>

<ul>
<li>Uses sales methodologies and tools such as target plans, opportunity plans, and account plans to drive the sales process.</li>
</ul>

<ul>
<li>Develops and implements 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.</li>
</ul>

Knowledge and Attributes:

<ul>
<li>Advanced 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.</li>
</ul>

<ul>
<li>Advanced understanding of the technical concepts of Security solutions and display the ability to provide technical consultation and guidance to customers.</li>
</ul>

<ul>
<li>Displays success in achieving and exceeding sales and financial goals.</li>
</ul>

<ul>
<li>Advanced proficiency in developing and encouraging meaningful customer relationships up to C-level.</li>
</ul>

<ul>
<li>Displays ability to delivery engaging sales presentations and elevator pitches.</li>
</ul>

<ul>
<li>Close attention to maintaining up to date, accurate sales forecast and close plans.</li>
</ul>

<ul>
<li>Advanced proficiency in team selling approach.</li>
</ul>

<ul>
<li>Advanced knowledge of competitors and ability to apply competing successful sales strategies.</li>
</ul>

<ul>
<li>Client-centric approach, with ability to understand customer problems and find best-fit solutions.</li>
</ul>

<ul>
<li>Flexible to adapt quickly to short, new missions or urgent deadlines.</li>
</ul>

<ul>
<li>Displays negotiation capabilities to craft solutions that are beneficial to customers, partners, and organization overall.</li>
</ul>

Academic Qualifications and Certifications:

<ul>
<li>Bachelor's degree or equivalent in a Technical or Sales field or related is preferred.</li>
</ul>

<ul>
<li>Certified in industry relevant structured sales methodologies and negotiation skills.</li>
</ul>

<ul>
<li>Preferred certifications (but not limited to) CISSP, CompTIA Security+, GISF.</li>
</ul>

Required Experience:

<ul>
<li>Advanced sales experience in a technology or services environment, particularly selling Security solutions.</li>
</ul>

<ul>
<li>Advanced experience of IT Managed Services environment.</li>
</ul>

<ul>
<li>Advanced demonstrable experience of solution-based selling with a proven track record of sales over-achievement.</li>
</ul>

<ul>
<li>Advanced experience in selling complex security solutions and services to C-Level clients.</li>
</ul>

<ul>
<li>Advanced experience in resolving a wide range of issues in creative ways to meet targets and objectives.</li>
</ul>

Cybersecurity Specialist in Bengaluru (UID-9828)

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