Senior Principal Security Services Sales Specialist

About this role

Make an impact with NTT DATA 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.

Your day at NTT DATA The Senior Principal Security Services Sales Specialist is a highly skilled and advanced subject matter expert and is a quota-bearing sales persona. This go-to-market role has the primary responsibility to work with services teams to identify, develop, and close managed service and outsourcing deals. 

This is a services expert role, recognized as the client’s trusted cloud managed services advisor and applies consulting led sales skills to engage and close opportunities with decision-makers. 

This role works directly with clients at a variety of levels, as well as other internal sales and delivery 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. Deals often involve alignment on business outcome led multi-product/multi-vendor Security solutions with services.

This role ‘champions’ the delivery teams’ understanding of the client’s solution requirements, and initiates improvement programs ensuring that the client remains committed to solutions which leads to more sales opportunities.

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. The focus of this role remains on converting the client to a managed services client resulting in multi-year renewals; deals may involve a long sales cycle.  

As a Senior Principal Security Services Sales Specialist, this role has the opportunity to partner with some of the biggest global organizations helping them convert to new business models.

To thrive in this role, you need to have: • 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.

• Proven problem-solving skills and a client-centric approach.

• Excellent negotiation skills to craft beneficial solutions for both the client and our company.

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

Key Responsibilities: • Ensures the generation of demand and selling Security Managed Services solutions -

• Ensures the generation of demand by assisting clients to identify and qualify current needs and effectively articulate how the company can add value through its services and solutions offering.

• 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 • The success of the services agenda and successful sales will rely on successful partnership with others; this will include regional leads and services teams to work on the best outcome for the client.

• 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.

Deal construct • 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

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