Job SummaryThe Security Solutions Advisor - Public Sector is responsible for the acquisition and growth of security business within a given territory, supporting our Public Sector business. They will proactively leverage SHI data, alongside partner information, to identify and generate sales opportunities and meetings with security prospects through outreach activities and profiling accounts, and serve as a customer-facing subject matter expert to build a pipeline and close security deals.
Role Description- Generate, identify, and drive pipeline by understanding customer needs and positioning relevance to company solutions and services.
- Drive security growth for SHI by profiling, qualifying, and prospecting into Public Sector security whitespace target accounts.
- Serve as a customer-facing subject matter expert on security products, service offerings, and SHI's capabilities to help customers select, deploy, adopt, and manage security technology.
- Engage with Public Sector sales and technical teams to initiate the product sales cycle, qualify opportunities, and close open pipeline.
- Strategically partner with company sales leadership and account executives to execute the acquisition strategy for Security products.
- Sales executions against new security logo and growth metric KPIs through effective pipeline management.
- Guide customers through foundational governance best practices to allow for successful and scalable cloud adoption.
Behaviors and Competencies- Adaptability: Can adjust to changes in the work environment, manage multiple tasks, and effectively handle uncertainty.
- Communication: Can effectively communicate complex ideas and information, and can adapt communication style to the audience.
- Negotiation: Can identify opportunities for compromise, propose solutions, and take action to influence outcomes without explicit instructions.
- Business Development: Can identify potential business opportunities, propose strategies for growth, and take action without explicit instructions.
- Relationship Building: Can identify opportunities for collaboration, propose strategies for effective communication, and build relationships without explicit instructions.
- Listening: Can recognize underlying messages and non-verbal cues in communication, responding appropriately to both explicit and implicit information.
- Problem-Solving: Can identify problems, propose solutions, and take action to resolve them without explicit instructions.
- Presenting: Can prepare and deliver presentations, addressing key points and responding to questions with clarity.
Skill Level Requirements- The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently - Intermediate
- 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 - Intermediate
Other Requirements- Completed Bachelor's Degree or relevant work experience required
- 3+ years of experience in an Inside Sales/Outside Sales role
- 2+ years of experience supporting Public Sector, preferred but not required
- 2+ years of direct security sales experience
- 2+ years of experience prospecting new business in whitespace accounts
- Ability to travel 20%
#LI-LR1
The estimated annual pay range for this position is $110,000 - $160,000 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.
