Cybersecurity - Senior Sales Specialist

Job Summary

The Cybersecurity Sr. Sales Specialist is a senior, field-facing cybersecurity leader responsible for driving OEM sales and services-led growth, accelerating deal velocity, and owning complex cybersecurity engagements across assigned enterprise accounts.

Essential Functions

• Lead pre-sales cybersecurity engagements across assigned enterprise accounts, aligning solutions to customer risk, business objectives, and security outcomes.
• Serve as a primary technical and advisory liaison for customers during the sales cycle, leading discovery, understanding requirements, and guiding solution strategy.
• Partner closely with Account Executives and the Practice to design, position, and propose cybersecurity solutions that drive services-led growth and platform expansion.
• Architect end-to-end cybersecurity solutions and author Statements of Work (advisory, assessment, and implementation) that clearly define scope, outcomes, and success criteria.
• Maintain momentum throughout the sales process by accelerating time from discovery to proposal and removing friction between sales, technical, and delivery teams.
• Participate in project kickoffs and remain engaged post-sale to ensure alignment between proposed solutions and delivery execution.
• Support sales efforts through technical presentations, executive briefings, solution walkthroughs, and proof-of-concept engagements as required.
• Collaborate with internal engineering, delivery, and partner teams to ensure proposed solutions align with organizational capabilities and customer expectations.
• Build and maintain trusted relationships with customer stakeholders, including security and IT leadership, to support long-term account growth.
• Accurately track opportunities, pipeline influence, and activities within CRM systems and support forecasting and reporting requirements.

Success Measures

• Influenced product and services revenue aligned to annual targets
• Consistent services attach and advisory engagement adoption
• Strong win rates on architected opportunities
• Timely progression from discovery to scoped solutions
• Positive feedback from Account Executives and customers

Required Skills/Abilities/Competencies

• Deep technical expertise in cybersecurity solutions, architecture, and advisory-led engagements
• Proven experience supporting pre-sales, consulting, or technical advisory roles within a VAR, SI, or services-focused organization
• Strong ability to lead customer discovery and translate complex security requirements into clear, actionable solutions and scoped services
• Excellent verbal and written communication skills, with the ability to present to both technical and executive audiences
• Demonstrated ability to build trusted customer and seller relationships and operate effectively in a field-facing role
• Strong analytical, problem-solving, and critical-thinking skills, with a focus on outcomes and execution
• Experience developing proposals, technical documentation, solution designs, and Statements of Work
• High level of organization, accountability, and attention to detail, with the ability to manage multiple opportunities concurrently
• Able to prioritize work effectively in a fast-paced, deadline-driven environment
• Ethical judgment, professionalism, and sound decision-making in all customer and internal interactions

Education And Experience

• 8+ years of experience in cybersecurity, security architecture, or technical advisory roles
• Experience supporting enterprise or commercial accounts in a pre-sales or consulting capacity
• Strong understanding of modern cybersecurity platforms and architectures
• Proven ability to scope services and communicate technical solutions to executive audiences
• Experience working within a VAR, SI, or consulting organization preferred

Physical Requirements

• Prolonged periods of sitting at a desk and working on a computer
• Travel, as required to support customer and business needs
• Field-based role supporting assigned accounts
• Must be able to lift up to 15 pounds at times