Senior Security Sales Specialist
hace 4 días
Brent
Company Description Established in 1987, QBS Software provides a platform for software companies and channel resellers to increase efficiency and achieve growth. We are a technology company with a focus on software covering the enterprise, cloud and consumer markets. QBS has been named in both the annual Sunday Times HSBC International Track 200 showing significant annual compound growth, and the London Stock Exchange 1000 companies to inspire Britain. The group is headquartered in London with 7 regional offices across Europe, has recently become B Corp accredited for meeting high standards of social and environmental performance, and is also independently certified by Planet Mark as net carbon neutral. Where great people work together we are looking for ambitious co-workers to take our business to the next level, and as an equal opportunities employer, we are committed to creating an inclusive and equitable environment for all our employees. We believe we are stronger when we reflect the diversity in the world around us, making us more dynamic, more innovative and more competitive. Position Why This Role Exists As QBS CyberVAD continues to expand, we are strengthening our cybersecurity sales capability to support a broader range of security vendors and to grow our UK reseller footprint. With several new additions to our security portfolio and increasing demand from channel partners, we are seeking a Security Sales Specialist to accelerate growth across a range of best-in-class cybersecurity solutions. About the Security Portfolio You will represent a multi-vendor cybersecurity portfolio designed for modern UK organisations, covering areas such as: Endpoint, network and cloud security Identity and access security Security analytics and monitoring Email and user protection Managed or co-managed security solutions Our portfolio is curated specifically for the UK channel, enabling VARs and Resellers to deliver high-value security outcomes with predictable commercial models and strong customer retention. Role Overview The Security Sales Specialist is a mid-level, quota-carrying role focused primarily on driving cybersecurity sales through UK VARs and Resellers. The role encompasses: Identifying, recruiting, and enabling new reseller partners Growing and supporting existing reseller relationships Building a strong, consistent pipeline of opportunities The ideal candidate has strong existing relationships across the UK reseller/VAR ecosystem and a proven track record selling cybersecurity or software solutions within the channel. Key Responsibilities Channel Sales & Revenue Growth Own and deliver monthly and annual GP targets across a diverse cybersecurity vendor portfolio. Drive adoption of multiple security solutions across UK VARs and Resellers. Build profitable, trusted commercial relationships with partner sales and technical teams. Maintain strong pipeline discipline and accurate forecasting through CRM usage. Business Development VAR & Reseller Focus Identify and acquire new cybersecurity-focused UK VARs and Reseller partners. Execute structured outreach campaigns via calls, email, LinkedIn and events. Conduct introductory meetings, capability presentations and value-focused discussions. Accelerate onboarding and activation of new partners through early opportunity generation. Account Management & Partner Growth Manage a defined portfolio of reseller partners, acting as their primary commercial contact. Develop and execute joint account plans to drive revenue, product penetration and partner engagement. Support partners on deal structuring, quoting, pricing strategy and competitive positioning. Conduct regular business reviews to assess pipeline, performance and next actions. SDR / Pipeline Generation Run structured outbound prospecting activity to create new pipeline and partner conversations. Qualify inbound leads and transform them into partner engagement or deal opportunities. Maintain accurate records of interactions, pipeline status and activities within the CRM. Continuously refine outreach messages, cadences and channel positioning. Go-to-Market & Collaboration Work closely with Vendor Channel Manager and Vendor Distribution Managers to ensure complete alignment on channel strategy and execution. This includes: Joint planning for key reseller/VAR accounts Shared pipeline reviews and progress tracking Visibility and coordination around partner activity, wins and challenges Coordinated outreach to strategic partners Mutual reporting to keep all stakeholders informed and aligned Collaborate with QBS marketing, vendor marketing and channel teams to: Deliver partner enablement programs Support joint campaigns and webinars Execute UK channel events and roadshows Drive participation in vendor-specific initiatives Attend customer meetings, partner sessions and events across the UK as needed (with occasional overnight travel). Operational Excellence Maintain disciplined CRM hygiene and accurate forecasting. Follow QBS operational processes for pricing, approvals and partner management. Provide market feedback, competitive insights and partner intelligence to internal teams. What Success Looks Like Achievement of GP targets through reseller-led sales motions. Expansion of active VAR/reseller partners selling across the cybersecurity portfolio. Strong partner satisfaction and repeat business. Predictable, well-managed pipeline with accurate forecasting. Positive, aligned working relationships with vendor-side RSMs and distribution contacts Requirements What Youll Bring Experience 35 years experience in cybersecurity or software sales within the UK channel. Proven success selling through VARs and Resellers (essential). Demonstrable ability to achieve targets in a commercial B2B sales environment. Market Knowledge Understanding of the UK cybersecurity landscape and reseller ecosystem. Awareness of key security domains (endpoint, identity, cloud, monitoring, email, etc.). Skills Strong communication, presentation and negotiation capability. Ability to blend outbound prospecting with relationship-focused account management. Excellent organisational, forecasting and CRM management skills. High level of commercial awareness and partner empathy. Qualifications Degree or equivalent industry experience preferred. Cybersecurity or channel sales training is advantageous. Other Information Working Pattern: Hybrid: 3 days in our Ealing office, 2 days from home. Hours: 09:0017:30, Monday to Friday. Travel: UK travel for partner meetings and events, with occasional overnight stays. Benefits: Attractive salary + OTE Excellent pension scheme Private Medical Insurance Healthcare scheme Cycle to Work scheme Life cover Online retail discounts Training & development Mentoring and career progression opportunities Equal Opportunities: QBS is an equal opportunities employer committed to an inclusive and equitable environment for all employees and applicants. TPBN1_UKTJ