Senior Security Specialist

Do you enjoy working on a high-performing, fast-paced sales team? Are you insatiably curious and do you lean into uncertainty, take risks, and learn quickly from your mistakes? As threats become more frequent and sophisticated, we must work to keep our customers safe through our Security Solutions. As a Sales Security Specialist, you will drive consumption and grow business with existing strategic customers by initiating conversations, guiding others on demos or quotes and the collaboration with partners or internal teams (e.g., Technical Sales Professionals, Global Black Belts). You will bring impactful industry insights into customer engagements and closes deals with customers. Acts as a thought leader across solution areas to advise customers across business functions on digital transformation. Leads virtual transformational shifts to drive deployment and create business value for customers. May lead partner integration into account/territory planning and customer engagements. You will develop sales and business strategy options, while also being able to successfully execute complex opportunities. Presales experience in XDR & SIEM, knowledge of cross-cloud Security and Security Operations Mentors others and develops strategies for best practice sharing across subsidiaries. Posts information or speaks at external events, drives conversations with prospective customers/partners as a thought leader across solution areas. Leverages and shares competitor knowledge across solution areas as a subject matter expert to inform decisions on pursuit or withdrawal. Collaborates with the 'compete' global black belts (GBB) to proactively provide analysis of the competitive landscape in supported solution area. Leads the communication to provide feedback to other teams (e.g., sales, marketing, engineering) on future product trends or sales blocker. 10+ years of Cloud technology-related solution sales or pre-sales experience in Cybersecurity, Compliance, Governance & Risk domains Bachelor's Degree in Information Technology, or related field AND 8+ years Cloud technology-related solution sales or pre-sales experience in Cybersecurity, Compliance, Governance & Risk domains OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 7+ years of Cloud technology-related solution sales or pre-sales experience in Cybersecurity, Compliance, Governance & Risk domains. 8+ years Cybersecurity, Compliance, Governance & Risk solutions & implementation services sales experience selling to to CISO, CDO, CTO and other key C-level stakeholders in Public Sector, Financial Services and other Critical Infrastructure industries. Experience with competitive Security solutions (e.g. Palo Alto, Cisco, CrowdStrike, Splunk, Qradar, Wiz, Google Chronicle etc.) is a plus Sales Execution Brings impactful Cybersecurity, Compliance, Governance & Risk industry insights into customer engagements and closes deals with customers. Acts as a thought leader across Cybersecurity, Compliance, Governance & Risk solution areas to advise customers across business functions on digital transformation. Leads virtual transformational shifts to drive deployment and create business value for customers. May lead partner integration into account/territory planning and customer engagements. Provides thought leadership in the Cybersecurity, Compliance, Governance & Risk domains. Orchestrates with team members across solution areas on conducting personal campaigns to discover new opportunities and generate new leads. Leads conversations with strategic/high-potential customers (e.g., high budget, global account, highly competitive) along with account teams or partners. Facilitates the account team unit (ATU) and/or Specialist Team Unit (STU) to build pipeline in collaboration with partners and services. Guides others on social selling. Drives consumption and grow business with existing strategic customers by initiating conversations, guiding others on demos or quotes, and the collaboration with partners or internal teams (e.g., Technical Sales Professionals, Global Black Belts). For licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners. Drives advanced workloads and usage. Explores and assesses the needs of strategic/high-potential customers. Analyzes Cybersecurity, Compliance, Governance & Risk market trends to identify opportunities for new solutions. Proactively builds and governs external stakeholder network and leverages internal partners to engage external stakeholders. Acts as a thought leader and subject matter advisor to the executive-level business decision makers at the customer's/partner's business. Guides others on identifying and engaging decision makers and stakeholders to expand the relationship with customers/partners. Develops strategies for driving and closing strategic and/or prioritized opportunities. Collaborates with account teams to ensure alignment with the account strategy and plan. Leads deal execution with the deal teams across the organization. Coaches others on the implementation of close plans (e.g., how to map timeline, engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure. Provides input and feedback to Global Partner Solutions (GPS) on developing partner strategies and connects the partner ecosystems to scale business results. Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources. Manages and/or orchestrates sales and delivery success through the account team and pursuit team. Collaborates with extended sales team, partners, and marketing to lead business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business. Manages the end-to-end business for strategic accounts across the organization.