Senior Security Sales Specialist

3 months ago

Cape Town, South Africa NTT DATA Full time

**Make an impact with NTT DATA**
Join a company that is pushing the boundaries of what is possible. We are renowned for our technical excellence and leading innovations, and for making a difference to our clients and society. Our workplace embraces diversity and inclusion - it’s a place where you can grow, belong and thrive.

**Your day at NTT DATA**

The Senior Security Sales Specialist identifies new opportunities from a selection of existing accounts, and presents solutions, value propositions, partner configurations, cost structures, and revenue models to the client that meet their needs.

**What you'll be doing**

**Key Roles and Responsibilities**:

- Owns and drives pipeline to achieve allocated security budget numbers.
- Drives positive brand recognition on security business in-country and in-region.
- Supports the closure of sales based on Security technology domain knowledge.
- Addresses the technology conceptual challenges during the sales process.
- Maintains a comprehensive level of relevant product and service knowledge to have meaningful conversations with potential and existing clients.
- Maintains awareness of the competitive landscape, market pricing, and strategy and how to penetrate a new market.
- 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.
- Works with relevant technology vendors and ensures a deep understanding of their solutions and how they can contribute to our own solutions set.
- Articulates the Security solution/deliverables that the client requires, as opposed to the products that they need to buy.
- Prepares and conducts client workshops and presentations.
- Establishes relationships with multiple client stakeholders and secures deals with clients to achieve assigned sales quotas and targets.
- 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.
- Capable of spotting new sales opportunities within an account and work with the sales teams to drive them to closure.
- Pursues and lands qualified leads identified by the client managers and other lead generation sources.
- Develops and maintains clear account plans for appropriate clients and targets.
- Discovers, forecasts, and runs opportunities in the medium and long-term.
- Identifies, assesses and highlights client risks that could prove detrimental to the client’s organization and credibility.
- Collaboratively work with sales teams, especially Client Managers, to successfully close the deal.
- Works closely with other in-territory counterparts and matrix teams to achieve the shared goal of growth.
- Uses sales methodologies and tools such as target plans, opportunity plans, and account plans to drive the sales process.
- 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.

**Knowledge and Attributes**:

- 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.
- Advanced understanding of the technical concepts of Security solutions and display the ability to provide technical consultation and guidance to customers.
- Displays success in achieving and exceeding sales and financial goals.
- Advanced proficiency in developing and encouraging meaningful customer relationships up to C-level.
- Displays ability to delivery engaging sales presentations and elevator pitches.
- Close attention to maintaining up to date, accurate sales forecast and close plans.
- Advanced proficiency in team selling approach.
- Client-centric approach, with ability to understand customer problems and find best-fit solutions.
- Flexible to adapt quickly to short, new missions or urgent deadlines.
- Displays negotiation capabilities to craft solutions that are beneficial to customers, partners, and organization overall.

**Academic Qualifications and Certifications**:

- Bachelor's degree or equivalent in a Technical or Sales field or related is preferred.
- Certified in industry relevant structured sales methodologies and negotiation skills.
- Preferred certifications (but not limited to) CISSP, CompTIA Security+, GISF.

**Required Experience**:

- Advanced sales experience in a technology or services environment, particularly selling Security solutions.
- Advanced experience of IT Managed Services environment.
- Advanced demonstrable experience of solution-based selling with a proven track record of sales over-achievement.
- Advanced experience in selling complex security solutions and services to C-Level clients.
- Advanced experience in resolving a wide range of issues in creative

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