Security Solution Sales Specialist

4 weeks ago

Johannesburg, South Africa SUBHUJO TECHNOLOGIES Full time

**Title of job: Senior Specialist: Security Solutions Sales**

**1. Mission/ Core purpose of the Job**

To lead demand-generating sales activities for Security Solutions, from new and existing clients in the enterprise space, through consultative selling of the full scope of Security software and services offering, tailoring solutions to address client needs. To drive revenue and market share growth across assigned accounts and territories, by expertly managing sales opportunities from discovery to closure.

**2. Context (Global influences, environmental / industry demands, organisational mission etc.)**
- Fast moving industry with constantly changing business requirements and technologies.
- Fluid complexities of client expectations and demands.
- Highly competitive market with new and established competitors and aggressive competitor strategy and delivery.
- Highly dynamic and fluctuating Telecommunications industry.
- Constantly changing client and market needs.
- Fast paced environment.
- Market dynamics and developments.
- Highly pressurised, deadline-driven environment.
- Highly legislated / regulated environment requires compliance and adherence to Industry standards and benchmarks.
- Participative environment - highly diverse and team-focused.

**3. Key Performance Areas: Core, essential responsibilities / outputs of the position (KPA's)**

**Key Deliverables**

**Sales Planning**

Plan and execute a go-to-market strategy for target industry verticals, regions and segments in line with the Security Solutions sales strategy.

Plan and execute the Security Solutions sales strategy to meet set goals to ensure that sales targets are achieved or exceeded.

Work with account managers to develop and execute a comprehensive account or territory plan.

Build and manage a healthy sales pipeline focused on driving revenue, adoption and market penetration across regions and segments.

Deliver accurate business metrics, monthly forecasts and pipeline development reports.

**Business Development**

Implement a consultative selling approach by prioritising client relationships and seeking out open dialogues to explore an understanding the clients’ business, services and technology needs before offering a solution.

Develop, prepare and deliver security-based proposals and solutions for enterprise accounts.

Exceed sales quota by creating and implementing strategic account plans, targeting enterprise-wide deployments.

Drive proactive campaigns to build the pipeline and utilise specialised security domain knowledge and skills to prospect, qualify, negotiate and close opportunities.

Prospect for new opportunities to up-sell and cross-sell and, in turn, expand existing accounts within an established geographic territory and solution product line.

Engage with segment and regional account management teams, presales solution architects, external partners and professional services organisations to drive large and highly complex opportunities to closure.

Develop a personal network within the business sector and represent Organizations Security Solutions portfolio at key ICT events, such as conferences and trade fairs, to enhance the visibility and reputation of Organization and its ICT products and services offering.

Maintain a high level of knowledge of Organization Security Solutions, whilst keeping abreast of cybersecurity industry trends and emerging security threats.

**Product Development**

Contribute to the pre-sales process by working with solution architects to create best solution designs for customers.

Interface with both internal and external cybersecurity industry experts to anticipate customer needs and facilitate solutions development.

Collaborate across functional teams within the ICT Business to enable the development of solutions necessary to drive the desired business outcomes for customers.

Provide customer feedback to Product Owners on product performance; and support the roll-out of new products.

**Governance and Risk Management**

Maintain alignment to the Group sales and presales architect processes.

**4. Job Requirements (Education, Experience and Competencies)**

**Education**:
Minimum of 3-year diploma preferably in an ICT discipline.

Fluent in language of country with basic command of English.

**Experience**:

- Minimum of 5 years’ commercial experience in technology sales with a focus cloud network security technology, endpoint security, data protection, and identity management systems.
- Experience engaging with and providing ICT solutions to senior stakeholders within large enterprise client accounts.
- Fundamental understanding of security threats, solutions, security tools, and network technologies.
- Experience working in a medium sized organisation.

**Competencies**:
Head - Big Picture Focus (10)

Analytical Thinker - Manages the alignment and execution of tactical activities.

Problem Solver - Assists in solving business challenges but looks to others for advice and gui

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