Sales Director - Cybersecurity (Cybalt)

It’s an opportunity to be a part of the core team of a global cybersecurity services organization that offers best-of-the-breed cybersecurity solutions and services to customers across industry verticals. A highly rewarding opportunity with accelerated earning potential and career growth possibilities. The organization is led by a group of seasoned cybersecurity industry professionals who have built relevant and cost-effective offerings to address customers’ current and future cybersecurity challenges.

This is a quota-carrying sales position who will be responsible for identifying, developing, and winning security consulting, systems integration, and managed security services deals (offering portfolio ranging from Managed XDR Services, Identity and Access Management services, Application Security, Cloud Security, and OT & IoT Security).

The Regional Sales Director will apply consulting led sales skills and engage with decision-makers to close deals. Being responsible for a large region, the Sales Director is responsible to achieve revenue and gross profit goals that supports Black Box’s fiscal year plans and growth targets. In the future, the regional sales director will be responsible for managing, coaching and enabling account managers through all opportunities and accounts by providing guidance and development needed to be successful. The Sales Director is responsible for achieving plan, closing net new business, expanding Black Box’s footprint in the US by acquiring new clients and utilizing social selling to prospect new clients.

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.

The Regional Sales Director is responsible to achieve revenue and gross profit goals that supports Black Box’s cybersecurity division’s fiscal year plans and growth targets. He/ She is responsible for the achievement of regional sales plans, closing net new business, expanding Black Box’s footprint within current clients and utilizing social selling to prospect new clients.

Responsibilities

• Identify customer needs and effectively illustrate to team the need to understand and respond to perceived customer risks
• Build and expand relationships with Economic Buyer in prospect and customer accounts, where necessary.
• 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 modeling, 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 business
• Provide best practice guidance around how to negotiate and close as many sales campaigns as possible
• Provide expertise around particular areas of interest to discuss industry best practices and development of high level strategies
  

Requirements

• 12+ years of sales related experience with a proven track record of success
• Demonstrate an understanding of and the ability to position Managed XDR Services, Identity and Access Management services, Application Security, Cloud Security and OT & IoT Security services (any or many)
• Successful track record of winning Managed Services, Systems Integration & Implementation services & Consulting Services
• Strong understanding of platform delivered services and how to articulate the value of standardized, centralized and optimized services.
• Track record of selling into mid-market and enterprise accounts, involving customized solutions
• Have successfully built relationships with CIOs/ CISOs/ Security Directors
• Ability to build new relationships with clients across all levels; but especially the C-suite
• Conversant with a business outcome led approach to sales
• Strong business acumen and negotiation skills to craft solutions that are beneficial to the client
• Ability to pro-actively and independently identify opportunities; an entrepreneurial mindset
• Quick learner to understand any new solutions that are ready to take to market
• Experience in managing the sales process, contracting process and legal implications of a deal

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