Senior Principal Security Services Sales Specialist

About the role

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.

Responsibilities

• Ensures the generation of demand and selling Security Managed Services solutions
• Guides on addressing the objections that a client may pose in moving to a managed services solution
• Guides on allocating and deciding sales time between assigned clients and new prospect opportunities; yet ensure focus remains on the top clients/prospects and balance opportunity size with likely outcomes
• Sales partnership
• Works cross functionally with partners and/or vendors to drive select deals through vendor-based opportunities
• Works cross functionally with broader organization such as the Offer Management, Commercial Architecture and delivery teams to promote and support high-value services opportunities
• Advises on regional sales governance processes and deal Clinics to profile opportunities
• Managed Services industry trusted advisor
• Guides on building deep and long-term relationships with client leaders in a Managed Services opportunity and execute a competitive win strategy through understanding the client’s business requirements and competitive landscape
• Owns the maintenance of a high level of relevant service knowledge to have meaningful conversations with clients; including the industry that the client operates in
• Develops the knowledge base of company's services solutions within a services practice by sharing best practices with internal teams as well as client teams; ensuring that internal teams are aware of typical client challenges
• Owns the build and supports commercial solutions for Managed Services solutions and design deals that meet client’s needs and ensure win/win solutions for both client and the organization
• Guides on constructing the managed services deal including the commercial modelling, negotiate contractual terms, mitigate legal risk and obstacles, and move the proposal to close to meet assigned quota
• Drives the sales process
• Guides on managing a pipeline of opportunities and creating and documenting a shared strategy to meet sales target such as net new customer pursuit plans to land new logos, activities to achieve client satisfaction, minimize churn, cross-sell, upsell, revenue, and margin goals
• Works with cross functional sales teams and commercial architects to successfully position the service and see the opportunity through to closure
• Works with cross functional internal teams to ensure scope of work and proposals are tracked, managed and delivered on time
• Develops and owns the implementation of 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
• Guides on ensuring DATA is accurate based on sales reporting standards to provide DATA-driven insights
• Guides on the negotiation of deals with clients and lead the internal account management team to enable conclusion of services deals
• Guides on the knowledge base of company’s solutions and services by sharing best practices, industry and technology trends with internal stakeholders and clients
• Leads on regional reporting cadence as it relates to regional performance and major deal reviews

Requirements

• An in-depth understanding of cybersecurity concepts, threats, and common vulnerabilities
• Familiarity with a wide range of security solutions and best practices for securing networks and systems
• Expertise in positioning our service offerings across Managed Services, Support Services, Consulting Services, and Technical Services
• Strong knowledge of IT infrastructure components such as servers, storage, virtualization, and DATA centers
• The ability to articulate the value of standardized, centralized, and optimized services from a business outcome perspective
• Significant business acumen with the ability to conduct strategic client conversations involving financial metrics
• Prominent problem-solving skills and a client-centric approach
• Excellent negotiation skills to craft beneficial solutions for both the client and our company

Qualifications

• A bachelor's degree in a technical or sales field, or equivalent experience

Skills

• Excellent understanding of cybersecurity concepts, including different types of threats, attack vectors, and common security vulnerabilities
• Familiarity with a wide range of security solutions
• Excellent knowledge of best practices for securing networks and systems, including secure network architecture, access controls, and authentication mechanisms
• Significant understanding of platform delivered services and how to articulate the value of standardized, centralized and optimized services
• A significant understanding of broader IT infrastructure components, such as servers, storage, virtualization, and DATA centers
• A significant understanding of financial statements and metrics, including revenue, expense control, and growth relative to market in order to hold strategic client conversations
• A significant understanding of business acumen and negotiation skills to craft solutions that are beneficial to the company and the client
• A quick learner to understand any new solutions that are ready to take to market

Benefits

Workplace type: Remote working with travel based on business needs up to 80% to client sites, industry functions, and/or internal meetings.

Pay

Starting pay range for this remote role is $115K-213K. This range reflects the minimum and maximum target compensation for the position across all US locations. Actual compensation will depend on a number of factors, including the candidate’s actual work location, relevant experience, technical skills, and other qualifications.

Schedule

This position may also be eligible for incentive compensation based on individual and/or company performance.

Company Benefits

• Medical, dental, and vision insurance with an employer contribution
• Flexible spending or health savings account
• Life and AD&D insurance
• Short and long term disability coverage
• Paid time off
• Employee assistance
• Participation in a 401k program with company match
• Additional voluntary or legally-required benefits

About NTT DATA

NTT DATA is a $30+ billion business and technology services leader, serving 75% of the Fortune Global 100. We are committed to accelerating client success and positively impacting society through responsible innovation. We are one of the world’s leading AI and digital infrastructure providers, with unmatched capabilities in enterprise-scale AI, cloud, security, connectivity, data centers and application services. Our consulting and industry solutions help organizations and society move confidently and sustainably into the digital future. As a Global Top Employer, we have experts in more than 70 countries. We also offer clients access to a robust ecosystem of innovation centers as well as established and start-up partners. NTT DATA is part of NTT Group, which invests over $3 billion each year in R&D. 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.