Position Title: Senior Sales Specialist - Cybersecurity
Position Location: Remote in either Seattle, WA or the San Francisco Bay Area/Northern CA to cover both areas
Job Summary:
The Cybersecurity Sr. Sales Specialist is a senior, field-facing cybersecurity leader responsible for driving OEM sales and services-led growth, accelerating deal velocity, and owning complex cybersecurity engagements across assigned enterprise accounts. This role partners closely with Account Executives to lead discovery, architect solutions, scope advisory and implementation services, and guide opportunities from first conversation through close and delivery alignment. This is not a post-sales delivery role and not a transactional overlay. It is a strategic, outcomes-driven position focused on turning customer security challenges into executable roadmaps, scoped services, and platform expansion while owning the Cybersecurity relationships in assigned accounts.
Essential Functions:
- Lead pre-sales cybersecurity engagements across assigned enterprise accounts, aligning solutions to customer risk, business objectives, and security outcomes.
- Serve as a primary technical and advisory liaison for customers during the sales cycle, leading discovery, understanding requirements, and guiding solution strategy.
- Partner closely with Account Executives and the Practice to design, position, and propose cybersecurity solutions that drive services-led growth and platform expansion.
- Architect end-to-end cybersecurity solutions and author Statements of Work (advisory, assessment, and implementation) that clearly define scope, outcomes, and success criteria.
- Maintain momentum throughout the sales process by accelerating time from discovery to proposal and removing friction between sales, technical, and delivery teams.
- Participate in project kickoffs and remain engaged post-sale to ensure alignment between proposed solutions and delivery execution.
- Maintain a strong working knowledge of cybersecurity technologies, architecture, and industry trends, applying insights to customer use cases and recommendations.
- Support sales efforts through technical presentations, executive briefings, solution walkthroughs, and proof-of-concept engagements as required.
- Collaborate with internal engineering, delivery, and partner teams to ensure proposed solutions align with organizational capabilities and customer expectations.
- Build and maintain trusted relationships with customer stakeholders, including security and IT leadership, to support long-term account growth.
- Accurately track opportunities, pipeline influence, and activities within CRM systems and support forecasting and reporting requirements.
Success Measures
- Influenced product and services revenue aligned to annual targets
- Consistent services attach and advisory engagement adoption
- Strong win rates on architected opportunities
- Timely progression from discovery to scoped solutions
- Positive feedback from Account Executives and customers
Required Skills/Abilities/Competencies
- Deep technical expertise in cybersecurity solutions, architecture, and advisory-led engagements.
- Proven experience supporting pre-sales, consulting, or technical advisory roles within a VAR, SI, or services-focused organization.
- Strong ability to lead customer discovery and translate complex security requirements into clear, actionable solutions and scoped services.
- Excellent verbal and written communication skills, with the ability to present to both technical and executive audiences.
- Demonstrated ability to build trusted customer and seller relationships and operate effectively in a field-facing role.
- Strong analytical, problem-solving, and critical-thinking skills, with a focus on outcomes and execution.
- Experience developing proposals, technical documentation, solution designs, and Statements of Work.
- High level of organization, accountability, and attention to detail, with the ability to manage multiple opportunities concurrently.
- Ability to prioritize work effectively in a fast-paced, deadline-driven environment.
- Ethical judgment, professionalism, and sound decision-making in all customer and internal interactions.
Education and Experience:
- 8+ years of experience in cybersecurity, security architecture, or technical advisory roles
- Experience supporting enterprise or commercial accounts in a pre-sales or consulting capacity
- Strong understanding of modern cybersecurity platforms and architectures
- Proven ability to scope services and communicate technical solutions to executive audiences
- Experience working within a VAR, SI, or consulting organization preferred
Physical Requirements:
- Prolonged periods of sitting at a desk and working on a computer.
- Travel, as required to support customer and business needs.
- Field-based role supporting assigned accounts.
- Must be able to lift up to 15 pounds at times.
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