The Cyber Security Sales Specialist or Security Sales Specialist's purpose is to primarily generate, pursue and land qualified leads identified by the Sales Specialist, Client Management team or Lead Generation Representatives. The Cybersecurity Sales Specialist will identify new opportunities from a selection of existing accounts, and present solutions, value propositions, partner configurations, cost structures, and revenue models to the client that meet their needs. The Cybersecurity Sales Specialist will work directly with clients at a variety of levels, as well as internal subject matter experts.A substantial amount of time will be spent on engaged selling or supporting the sales process in partnership with Client Managers. Contribute to the pre-sales process by working with pre-sales architects to create the best solution design for the client. Building and developing excellent stakeholder relationships with new and existing clients, whilst developing new business channels and territories will be a core focus of this role.Key Responsibilities: Provide Domain and Industry Subject Matter Expertise Maintain Subject matter expertise in the domain of Cybersecurity.Address the technology conceptual challenges during the sales processMaintain a high level of relevant product and service knowledge to have meaningful conversations with potential and existing clients, particularly in relation to Managed Services & Professional Services.Maintain awareness of the competitive landscape, market pricing, and strategy and how to penetrate a new marketContribute to the knowledge base of NTT DATA solutions and services within the Cybersecurity practice by sharing best practices with internal teams, as well as client teamsWork with relevant technology vendors such as: Palo Alto Networks, Google (Mandiant), Microsoft, Cloudflare, Proofpoint, Cisco and ensure a deep understanding of their solutions and how they can contribute to our own solutions set cross Managed Services & Professional Services.Client interaction and engagement, and understanding Uncover and understand client business goalsArticulate the solution/deliverables that the client requires, as opposed to the products that they need to buyArticulate our value propositions throughout all steps in the sales processConduct functional gap analysis and address business issues raised by clientsPrepare and conduct client workshops and presentationsEstablish relationships with multiple client stakeholders and secure deals with clients to achieve assigned sales quotas and targetsUse understanding of the client's business and depth of knowledge on the technology-specific solution to personalize the recommended solution in line with the client's needOpportunity identification and closing sales Be able to spot new sales opportunities within an account and work with the sales teams to drive them to closurePursue and land qualified leads identified by the client managers and other lead generation sourcesWork alongside Client Managers to support the sales process, position technology solutions, and close the dealExecute on the sales strategy Support the wider territory sales plan and execute the sales strategy, and based on that define your own plan for your solution to achieve your sales targetsDevelop and maintain clear account plans for appropriate clients and targetsDiscover, forecast, and run opportunities in the medium and long-termDefining deals Scope and document Cybersecurity solutions to meet customer requirementsIdentify, assess and highlight client risks that could prove detrimental to the client's organization and credibilitySupporting the Sales Process Collaboratively work with sales teams, especially Client Managers, to successfully close the dealPartner with internal teams to ensure the scope of work and proposals are tracked and managedWork closely with other in-territory counterparts and matrix teams to achieve the shared goal of growthUse NTT Ltd.'s sales methodologies and tools such as target plans, opportunity plans, and account plans to drive the sales processDevelop 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 stakeholdersWhat would make you a great fit for the role?ExperienceSolid sales experience in Cybersecurity and or Cloud/ SaaS.Sound understanding of IT/ Cybersecurity Managed Services environmentDemonstrable experience of solution-based selling with a proven track record of sales over-achievementPrior experience in selling complex solutions and services to C-Level clientsStrong experience selling in the Banking and Financial Services Industry (BFSI) sectorExperience in resolving a wide range of issues in creative ways to meet targets and objectivesStrong experience in networking with senior internal and external people in the specialist area of expertiseExpert level capability and the ability to work independently with little instruction on day-to-day workloadDesirable: Existing relationships and proven track record selling to NSW Government/ Higher Education.Education and TrainingA Degree in a Technical or Sales field is preferred but not essentialNegotiation Skill methodologies such as ScotworksSolution Selling/SPIN skillsSecurity Sales Certifications from vendorsDesirable: AWS Cloud Practitioner Essentials Training, MS Azure Fundamentals Training, or latest equivalent are also desirable