About this role
Job Description
Primary purpose
Lead, plan, manage and develop a team of experienced Cyber Solution Sales specialists. The role provides pre-sales technical expertise to Account teams and customers, leads the team through the full sales cycle, and participates directly in complex cybersecurity opportunities.
The Director is responsible for short-, medium- and long-term plans that achieve the Cybersecurity business’s strategic objectives, using resources across the organisation to maximise revenue. The role also handles escalations and ensures customer satisfaction.
Current role emphasis
- Lead Cyber Solution Sales specialists to achieve sales, revenue, order-book and margin objectives.
- Execute the Cybersecurity GTM through an integrated SI + telco model.
- Work with the Technology Services Tribe to support platform-led initiatives.
- Collaborate closely with Enterprise Sales, other service lines, Delivery and Governance.
Key responsibilities
- Deliver the team’s revenue, order-book and margin-dollar targets.
- Run sales forecasting, demand generation and deal-strategy development.
- Maintain proper planning, monitoring and accurate revenue and order-book forecasts.
- Coach, performance-manage and develop the Cyber Solution Sales team.
- Engage customer stakeholders, including C-level executives, and lead negotiations and closure of large, complex deals.
- Work with internal functions and external partners to develop and implement strategies, plans and business models.
- Manage customer escalations and maintain strong customer satisfaction.
Qualifications
- Diploma or Degree in IT, Computer Science or a related field with at least 10 years’ cybersecurity sales experience across pre-sales, business development and/or account management within the telecommunications or IT industry.
- ICT sales-management experience is preferred.
- Experience selling Managed Security Services.
- Proficiency in at least three relevant cybersecurity technologies, vendors or solution areas, including Palo Alto, Trend Micro, Check Point, McAfee, RSA, Symantec, Fortinet, Cisco, CASB, IAM, APT and SIEM.
- Strong self-motivation, commitment and results orientation.
- Excellent written and verbal communication skills.
- Independent, resourceful and collaborative, with a strong commitment to internal and external customer support.