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Cybersecurity Solutions Sales Expert

3 weeks ago

Riyad Al Khabra, Saudi Arabia beBee Careers Full time
Cybersecurity Solutions Sales Expert

We are seeking a highly experienced and skilled Cybersecurity Solutions Sales Expert to join our team. As a key member of our sales organization, you will be responsible for pursuing and landing qualified leads identified by our Client Management team and other lead generation sources.

Your primary objective will be to identify new opportunities from existing accounts, present solutions, value propositions, partner configurations, cost structures, and revenue models to meet clients' needs. You will collaborate directly with clients at various levels, as well as internal subject matter experts, to drive the sales process forward.

Key Responsibilities:

  • Own and drive pipeline to achieve allocated security budget numbers.
  • Drive positive brand recognition on security business in-country and in-region.
  • Maintain subject matter expertise in the Security technology domain or solutions set.
  • Support the closure of sales based on Security technology domain knowledge.
  • Address the technology conceptual challenges during the sales process.
  • Maintain a comprehensive level of relevant product and service knowledge to have meaningful conversations with potential and existing clients.
  • Maintain awareness of the competitive landscape, market pricing, and strategy and how to penetrate a new market.
  • Contribute 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.
  • Work with relevant technology vendors and ensure a deep understanding of their solutions and how they can contribute to our own solutions set.
  • Articulate the Security solution/deliverables that the client requires, as opposed to the products that they need to buy.
  • Prepare and conduct client workshops and presentations.
  • Establish relationships with multiple client stakeholders and secure deals with clients to achieve assigned sales quotas and targets.
  • Use 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.
  • Pursue and land qualified leads identified by the client managers and other lead generation sources.
  • Develop and maintain clear account plans for appropriate clients and targets.
  • Discover, forecast, and run opportunities in the medium and long-term.
  • Identify, assess and highlight 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.
  • Work closely with other in-territory counterparts and matrix teams to achieve the shared goal of growth.
  • Use sales methodologies and tools such as target plans, opportunity plans, and account plans to drive the sales process.
  • Develop and implement 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 deliver engaging sales presentations and elevator pitches.
  • Closes attention to maintaining up to date, accurate sales forecasts and close plans.
  • Advanced proficiency in team selling approach.
  • Advanced knowledge of competitors and ability to apply competing successful sales strategies.
  • 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.