Job Description
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
NTT DATA is looking for a Senior Security Sales Specialist to join our Security Practice on a permanent position. This role is open to candidates based in Perth, Western Australia.
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.
What you'll be doing
Provide Domain and Industry Subject Matter Expertise
1. Maintain Subject matter expertise in the domain of Cybersecurity.
2. Address the technology conceptual challenges during the sales process
3. Maintain 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.
4. Maintain awareness of the competitive landscape, market pricing, and strategy and how to penetrate a new market
5. Contribute to the knowledge base of NTT Ltd’s solutions and services within the Cybersecurity practice by sharing best practices with internal teams, as well as client teams
6. Work 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
7. Uncover and understand client business goals
8. Articulate the solution/deliverables that the client requires, as opposed to the products that they need to buy
9. Articulate our value propositions throughout all steps in the sales process
10. Conduct functional gap analysis and address business issues raised by clients
11. Prepare and conduct client workshops and presentations
12. Establish relationships with multiple client stakeholders and secure deals with clients to achieve assigned sales quotas and targets
13. Use 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 need
Opportunity identification and closing sales
14. Be able to spot new sales opportunities within an account and work with the sales teams to drive them to closure
15. Pursue and land qualified leads identified by the client managers and other lead generation sources
16. Work alongside Client Managers to support the sales process, position technology solutions, and close the deal
Execute on the sales strategy
17. 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 targets
18. Develop and maintain clear account plans for appropriate clients and targets
19. Discover, forecast, and run opportunities in the medium and long-term
Defining deals
20. Scope and document Cybersecurity solutions to meet customer requirements
21. Identify, assess and highlight client risks that could prove detrimental to the client’s organization and credibility
Supporting the Sales Process
22. Collaboratively work with sales teams, especially Client Managers, to successfully close the deal
23. Partner with internal teams to ensure the scope of work and proposals are tracked and managed
24. Work closely with other in-territory counterparts and matrix teams to achieve the shared goal of growth
25. Use NTT Ltd.’s sales methodologies and tools such as target plans, opportunity plans, and account plans to drive the sales process
26. 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
What would make you a great fit for the role?
Experience
27. Solid sales experience in Cybersecurity and or Cloud/ SaaS.
28. Sound understanding of IT/ Cybersecurity Managed Services environment
29. Demonstrable experience of solution-based selling with a proven track record of sales over-achievement
30. Prior experience in selling complex solutions and services to C-Level clients
31. Strong experience selling in the Banking and Financial Services Industry (BFSI) sector
32. Experience in resolving a wide range of issues in creative ways to meet targets and objectives
33. Strong experience in networking with senior internal and external people in the specialist area of expertise
34. Expert level capability and the ability to work independently with little instruction on day-to-day workload
35. Desirable: Existing relationships and proven track record selling to NSW Government/ Higher Education.
Education and Training
36. A Degree in a Technical or Sales field is preferred but not essential
37. Negotiation Skill methodologies such as Scotworks
38. Solution Selling/SPIN skills
39. Security Sales Certifications from vendors
40. Desirable: AWS Cloud Practitioner Essentials Training, MS Azure Fundamentals Training, or latest equivalent are also desirable
Attributes
41. Demonstrated success in achieving and exceeding sales and financial goals
42. Mastery in developing and encouraging meaningful customer relationships up to C-level, particularly CISO’s (Chief Information Security Officer), CSO’s (Chief Security Officer) & CIO’s (Chief Information Officer)
43. Strong ability to deliver engaging sales presentations
44. Proficiency in team selling approach
45. In-depth knowledge of competitors and ability to apply competing successful sales strategies
46. Ability to define sales strategy
47. Has a client-centric approach, able to understand customer problems and find best-fit solutions
48. Flexible to adapt quickly to short, new missions or urgent deadlines
49. Negotiation skills to craft solutions that are beneficial to customers, partners, and NTT overall
50. Strong business acumen
51. Client Engagement and management Skills
52. Solution Sales Skills
53. A phenomenal teammate, who knows how to drive sales teams and collaborate with them
Workplace type:
Hybrid Working
About NTT DATA
NTT DATA is a $30+ billion trusted global innovator of business and technology services. We serve 75% of the Fortune Global 100 and are committed to helping clients innovate, optimize and transform for long-term success. We invest over $3.6 billion each year in R&D to help organizations and society move confidently and sustainably into the digital future. As a Global Top Employer, we have diverse experts in more than 50 countries and a robust partner ecosystem of established and start-up companies. Our services include business and technology consulting, data and artificial intelligence, industry solutions, as well as the development, implementation and management of applications, infrastructure, and connectivity. We are also one of the leading providers of digital and AI infrastructure in the world. NTT DATA is part of NTT Group and headquartered in Tokyo.
Equal Opportunity Employer
NTT DATA is proud to be an Equal Opportunity Employer with a global culture that embraces diversity. We are committed to providing an environment free of unfair discrimination and harassment. We do not discriminate based on age, race, colour, gender, sexual orientation, religion, nationality, disability, pregnancy, marital status, veteran status, or any other protected category. Join our growing global team and accelerate your career with us. Apply today.
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