Senior Principal Security Services Sales Specialist

Accountabilities:

• • Generate demand and develop new opportunities for cybersecurity managed services, support, consulting, and technical services by identifying client needs and clearly demonstrating business value.
  • Build and maintain trusted relationships with senior client stakeholders, particularly C-suite decision-makers, while developing a deep understanding of their business, industry, security priorities, and competitive landscape.
  • Lead consultative sales engagements and guide clients through the transition toward managed services and outsourced security models, addressing objections and aligning solutions with measurable business outcomes.
  • Own strategic opportunity plans and manage complex sales cycles from prospecting and qualification through solution development, proposal, negotiation, contracting, and closure.
  • Build and maintain a high-quality sales pipeline, prioritizing major accounts and opportunities while balancing deal size, probability of success, customer satisfaction, retention, and growth objectives.
  • Partner with regional sales leaders, service teams, commercial architects, delivery organizations, offer management teams, technology partners, and vendors to develop competitive, scalable solutions.
  • Lead the commercial development of managed services deals, including financial modeling, pricing, contractual considerations, negotiation, risk mitigation, and development of mutually beneficial commercial structures.
  • Ensure proposals, scopes of work, opportunity plans, reporting, and internal approvals are accurately managed and delivered within required timelines.
  • Support high-value deal reviews and regional sales governance while providing data-driven insights into pipeline health, sales performance, and major opportunities.
  • Champion client requirements internally and collaborate with delivery teams to ensure solutions remain aligned with business objectives, supporting long-term satisfaction, renewals, and additional sales opportunities.
  • Maintain and share current knowledge of cybersecurity, managed services, industry developments, and emerging technologies to strengthen internal capabilities and client conversations.

  Requirements:

  • Bachelor’s degree or equivalent experience in a technical, business, sales, or related field; relevant technology or solution-selling certifications are desirable.
  • 8+ years of experience in a comparable security services sales role, with a strong track record selling managed services and complex technology solutions to large enterprise organizations.
  • Demonstrated success engaging C-suite stakeholders and senior decision-makers throughout complex, consultative sales cycles.
  • Proven experience structuring and closing large, multi-year, profitable managed services or outsourcing contracts.
  • Deep understanding of cybersecurity concepts, threats, attack vectors, vulnerabilities, security architecture, access controls, authentication, and best practices for securing networks and systems.
  • Strong knowledge of managed services, support services, consulting services, and technical services, with the ability to position integrated solutions spanning multiple technology domains.
  • Understanding of broader IT infrastructure, including servers, storage, virtualization, cloud environments, and data centers.
  • Strong business and financial acumen, including the ability to discuss revenue, expenses, growth, profitability, and financial metrics with senior clients.
  • Experience managing commercial and contracting processes, including negotiating terms, understanding legal implications, and balancing client value with business objectives.
  • Excellent consultative selling, negotiation, problem-solving, presentation, and executive communication skills.
  • Entrepreneurial, proactive, and client-centric mindset, with the ability to independently identify and qualify opportunities and translate customer challenges into compelling solutions.
  • Strong collaboration skills and the ability to coordinate complex pursuits across sales, technical, commercial, delivery, partner, and vendor teams.
  • Ability to quickly learn and position emerging security, cloud, and managed service offerings.
  • Familiarity with solution-selling methodologies such as SPIN or Solution Selling is preferred; relevant cloud certifications or training, such as AWS or Microsoft Azure fundamentals, are also desirable.
  • Willingness and ability to travel up to 80% to client sites, industry events, and internal meetings as business needs require.

  Benefits:

  • Remote working arrangement in the United States, with travel based on business and client requirements.
  • Target compensation range of $115,000–$213,000, with actual compensation determined by location, experience, technical skills, qualifications, and other relevant factors.
  • Eligibility for incentive compensation based on individual and/or company performance.
  • Medical, dental, and vision insurance with employer contributions.
  • Flexible Spending Account (FSA) and/or Health Savings Account (HSA) options.
  • Life and AD&D insurance.
  • Short- and long-term disability coverage.
  • Paid time off.
  • Employee Assistance Program.
  • 401(k) retirement plan with company match.
  • Additional voluntary and legally required benefits.