Digital Solution Area Specialist, Security

About the Role
Do you enjoy working on a high-performing, fast-paced sales team? Are you insatiably curious and do you lean into uncertainty, take risks, and learn quickly from your mistakes? If so, we are looking for you!

At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team, one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.

SME&C is more than a sales organization; it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do.

If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business.

As a Digital Security Specialist, you will take the lead in harnessing the power of AI to achieve customer leadership. Your efforts will be instrumental in executing solution sales strategies by leveraging various programs and offers. Additionally, you will be responsible for selling cloud services and platforms tailored for our managed customers. Furthermore, you will play a significant role in enabling AI and Digital transformation momentum for our customers, partners, and the company.

Security has never been more top of mind for governments and businesses, and the company Security Solution is committed to keeping nations and citizens secure in an increasingly complex cyber landscape. As the largest security company in the world, we are ideally placed to think outside the box to help our customers make the world a safer place. Following a year of incredible success, we are excited to be expanding our team with motivated, diversified, and driven new talent, eager to make a difference in the fight against cybercrime. We are keen to hear your thoughts on how we can further achieve our purpose. Join our team and discover unique opportunities to grow, develop and learn.

In the Security Specialists team, we are looking for passionate, experienced, and credible specialist sellers with a drive for developing and winning strategic opportunities that deliver end-to-end security thought leadership driving significant customer value and enabling transformational customer outcomes. As a Security Specialist you will build digital transformation security strategies with customers, collaborating across different groups inside the Customer environment to successfully enable them to be more secure. You will lead consultative customer conversations and collaborate on the planning, orchestration, and execution of end-to-end Security opportunities with internal stakeholders and partners to cross-sell and up-sell. This opportunity will allow you to learn and accelerate your career growth, honing your solution sales and collaboration skills and deepening your end-to-end security expertise.

The company’s mission is to empower every person and every organization on the planet to achieve more. As employees, we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Responsibilities

• Sales Execution: Engages in conversation with customers aligned to their industry and collaborates with account and partner team to drive and qualify new opportunities and build pipeline.
• Identifies customer business and technology readiness, proactively builds external stakeholders' mapping, implements strategies to accelerate the closing of deals, contributes input on strategies to drive and close prioritized opportunities, coaches team members in deal plan execution, and implements close plans.
• Business Value Selling: Hunt new Security opportunities by identifying and engaging with key business contacts, partners, understanding customers’ business and technology priorities, governance, decision and budget processes, and landing the value proposition.
• Scaling and Collaboration: Applies role orchestration model and navigates the company organization to bring lasting impact to the customer.
• Collaborates with Global Partner Solutions (GPS), identifies new partners, develops joint proposals with partners, and contributes to developing partner strategies.
• Technical Expertise: Initiate Security discussions with business decision makers, share leading practices and key competitor knowledge across solution areas acting as a subject matter specialist to make recommendations on pursuit or withdrawal.
• Leads conversations and sets up events within the company, mentors others and develops strategies for leading practice sharing, initiates conversations with prospective customers/partners at events, acts as a subject matter specialist in one or more solution areas.
• Collaborates with the 'compete' SMEs internally to analyze competitor products, solutions, and/or services, and implement strategies.
• Sales Excellence: Collaborate with partners and resources to plan for accounts, do compete plans, forecasting, and business analysis to pursue high-potential customers.
• Showcase a learning mentality: Demonstrate a willingness to invest in your personal learning in the Cybersecurity arena.
• Delivers Results Through Teamwork: Drive the execution of projects, partners, and collaborates with other teams on related deliverables, leveraging others in relevant work streams.

Qualifications

• Proven track record in technology or cloud solution sales, account management, or business development, with progressively increasing responsibility.
• Experience managing customer or partner relationships end to end, from opportunity identification through close and adoption.
• Ability to articulate how cloud and cybersecurity solutions address customer business and technical priorities.
• Demonstrated ability to manage a pipeline, forecast accurately, and deliver results against defined goals.

Preferred Qualifications

• Extensive experience leading strategic or enterprise accounts, including collaborating with mid- to senior-level executives.
• Experience driving digital transformation or cloud adoption programs in commercial or public sector organizations.
• Background in working with channel partners or alliances to plan and execute joint sales motions.
• Effective communication and collaboration skills, with a history of building trust-based relationships across customers, partners, and internal teams.
• Relevant certifications in cloud platforms, cybersecurity, or sales methodologies are beneficial.