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Remote Senior Cybersecurity Account Manager

Company: Black Box
Location: Austin
Posted on: June 24, 2022

Job Description:

An opportunity to be a part of the core team of a global cybersecurity services organization which brings best of the breed industry solutions and services to customers across industry verticals. The organization is led by a group of cybersecurity industry veterans who are building innovative offerings to address customers' cybersecurity challenges.This is a security services quota-carrying sales position that works with the overlay sales/ account management team of the parent systems integration company to identify, develop, and close security consulting, systems integration and managed security services deals.The Sales Specialist will apply consulting led sales skills and engage with and close deals with decision-makers. They work directly with clients at a variety of levels as well as other internal sales expert teams such as Client Managers and pre-sales services-type architects and post the sale; the delivery teams that will manage the client's outsourced solution. Building and developing excellent stakeholder relationships with clients, fully understanding the client and the industry in which they operate will be a core focus of this role.
Location: Northeast territory.Responsibilities

  • Generate demand by assisting clients to identify and qualify current needs and effectively articulate how Black Box can add value through its managed security services and solutions offering
  • Ensure successful partnership with regional sales directors, account managers, solutions and services teams to work on the best outcome for the client
  • Engage with solutions partners/ vendors to drive deals through vendor-based opportunities
  • Partner with other functions such as the portfolio team, bid management and service deliver teams to construct and promote security services opportunities
  • Contribute actively to the regional sales governance activities and deals qualification opportunities
  • Build deep and long-term relationships with client leaders and execute a competitive win strategy through understanding the client's business requirements and competitive landscape
  • Maintain a high level of relevant service knowledge to have meaningful conversations with clients; including the industry that the client operates in
  • Contribute to the knowledge base of BLACK BOX solutions within a services practice by sharing best practices with internal teams as well as client teams
  • Construct 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
  • Creating and executing the strategy to meet sales target, revenue & margin goals, pursuit plans to win new logos, achieve client satisfaction, drive cross-sell & upsell activities
  • Collaboratively work with coverage sales teams and solution architects to successfully position security service and ensure closure of the opportunities
  • Partner with internal teams to ensure scope of work and proposals are tracked, managed and delivered on time
  • 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
  • Ensuring periodic reporting for the security businessRequired Skills, Experience and Qualifications
    • Demonstrate an understanding of and the ability to position BLACK BOX's services offerings that may span multiple technology domains across Managed Services, Support Services, Consulting Services and Technical Services
    • Solid understanding of platform delivered services and how to articulate the value of standardised, centralised and optimised services.
    • Conversant with a business outcome led approach to sales
    • Strong business acumen and negotiation skills to craft solutions that are beneficial to BLACK BOX and the client
    • Ability to pro-actively and independently identify and qualify opportunities; an entrepreneurial mindset if key
    • Ability to coordinate and liaise with delivery teams across multiple business areas
    • Quick learner to understand any new solutions that are ready to take to market
    • Track record of managed security services sales to enterprise accounts, involving complex solutions and services sales to the C-suite
    • Ability to structuring large, multi-year profitable contracts
    • Ability of building strong relationships with clients across all levels; but especially the C-suite
    • Experience in managing the sales process, contracting process and legal implications of a deal
    • A Degree in a Technical or Sales field

Keywords: Black Box, Austin , Remote Senior Cybersecurity Account Manager, Executive , Austin, Texas

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