Job SummaryYou'll be the security specialist for our Commercial sales teams, helping Account Executives win and grow mid-market accounts. Commercial reps manage a high volume of accounts and fast sales cycles. You'll provide practical cybersecurity expertise across areas such as Endpoint Security, SIEM/SOC, Email Security, Cloud Security, and Identity & Access Management, helping qualify opportunities, scope solutions, and accelerate deal closure. You'll engage Architects and Subject Matter Experts when deeper technical design or consultation is required.
This position is a remote position with Home Office setup as determined by SHI management.
Role Description- Support Commercial Account Executives across a high volume of security opportunities. Respond quickly with clear, practical, and customer-focused recommendations.
- Join customer calls to identify security challenges, assess risks, and uncover modernization or refresh opportunities. Position solutions based on business value, risk reduction, operational efficiency, and compliance needs.
- Help build pipeline by conducting account reviews, identifying expansion opportunities, and driving security assessments, renewals, and technology refresh initiatives.
- Develop solution recommendations, quotes, and configurations that align with customer requirements, budgets, and security objectives.
- Lead repeatable security plays across Endpoint Security, SIEM/SOC, Email Security, Cloud Security, Identity & Access Management, and related cybersecurity initiatives. Collaborate with adjacent practices such as Networking, Cloud, Data Center, and Services to deliver comprehensive solutions.
- Leverage vendor programs, promotions, partner incentives, and deal registration opportunities to improve win rates and profitability.
- Escalate larger or more complex opportunities to Security Architects and Engineering teams, ensuring a smooth handoff with complete technical and business requirements.
- Coach Account Executives through one-on-one sessions, team meetings, and enablement activities focused on security fundamentals, competitive positioning, and customer conversations.
- Maintain accurate pipeline and opportunity data within CRM systems and report progress against sales goals and key performance metrics.
- Represent SHI at customer, partner, industry, and virtual events to promote cybersecurity solutions and thought leadership.
Behaviors and Competencies- Organization: Can prioritize daily tasks, manage personal workflow, and utilize basic tools to keep track of responsibilities.
- Time Management: Can generally use time effectively but may occasionally struggle with prioritizing tasks, meeting deadlines, or maintaining work-life balance.
- Initiative: Can identify opportunities for improvement, propose solutions, and take action without explicit instructions.
- Communication: Can effectively communicate complex ideas and information, and can adapt communication style to the audience.
- Digital Acumen: Can identify opportunities to use digital tools for improvement and propose digital solutions.
- Consultative Sales: Can identify customer needs, propose suitable products or services, and take action to close sales without explicit instructions.
- Continuous Improvement: Can identify moderate areas for improvement and implement moderate changes.
- Relationship Building: Can identify opportunities for collaboration, propose strategies for effective communication, and build relationships without explicit instructions.
- Teamwork: Can work effectively in a team, contributing ideas and effort, and respecting the contributions of others.
- Presenting: Can prepare and deliver presentations, addressing key points and responding to questions with clarity.
- Documentation: Can independently create and update documentation, ensuring accuracy and consistency, and can identify gaps or areas needing clarification.
Skill Level Requirements- The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently - Basic
- Proficiency in utilizing Customer Relationship Management (CRM) software to manage and analyze customer interactions and data throughout the customer lifecycle, improving customer service, retention, and sales growth - Basic
- Proficiency in utilizing Cisco's suite of tools such as CCW, Connect the Dots, EOL/EOS Newsletters, Webex Teams, Datasheets, Installation Guides, and Customer Service Hub to support technical and sales-related tasks - Basic
- Ability to understand and articulate various security technologies, including firewalls, endpoint protection, email security, and identity management, to identify and address customer security challenges - Basic
- Skilled in providing guidance and mentorship to teams to enhance their performance and support their professional development - Basic
Other Requirements- Completed Bachelor's Degree or relevant work experience required
- 2+ years of experience supporting cybersecurity solutions in a sales, presales, technical sales, consulting, or practitioner role.
- Working knowledge of one or more of the following domains: Endpoint Security Security Information and Event Management (SIEM) Security Operations Center (SOC) technologies Email Security Cloud Security Identity and Access Management (IAM)
- Familiarity with leading security vendors and platforms within one or more of the above technology areas.
- Willingness to travel for customer meetings, partner engagements, training, and industry events - up to 10%
Preferred- Relevant cybersecurity, cloud, or vendor certifications (e.g., Security+, CISSP, CCSP, SC-200, SC-300, SC-100, Microsoft Security certifications, Palo Alto, CrowdStrike, Okta, Zscaler, or equivalent).
- Experience supporting Commercial, SMB, or Mid-Market sales organizations.
- Experience working within a quota-bearing, pipeline-driven, or sales-oriented environment.
- Broad understanding of cybersecurity frameworks, security operations, threat protection, and risk management best practices.
The estimated annual pay range for this position is $100,000 - $150,000 which includes a base salary and bonus. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.
