Senior Sales Specialist, MXDR
5 days ago
Cheltenham
• Provide proposition expertise across services offerings for customer engagements, RFPs and proposal development, • Partner with Client Executives and Account Managers to shape tailored value propositions, • Collaborate with Sales Engineering and Solutions Architecture to validate scope, feasibility and commercial structure, • Lead or contribute to customer-facing presentations, workshops and strategy sessions, • Own pricing strategy, contract structure and commercial risk, • Track and influence pipeline development in key accounts, • Bridge Sales, Product and Delivery by sharing market feedback and supporting portfolio evolution, • Mentor account teams and share insights on trends, competitors and technologies, • Orchestrate targeted campaigns to drive growth, • Develop and refine business cases and ROI models, • Ensure proposals maintain pricing discipline, margin integrity, commercial compliance and delivery readiness, • Support strategic deal frameworks and reusable sales assets, • Coach sales teams on opportunity qualification, complex deal structuring and execution, • Experience shaping complex cybersecurity, technology or professional services opportunities, • Strong commercial acumen balancing customer value, profitability, risk and delivery feasibility, • Confidence engaging with senior stakeholders, including CISOs, CIOs, CTOs and security or IT leadership teams, • Experience supporting enterprise or strategic account sales cycles, • Ability to build business cases, pricing scenarios, margin analysis and ROI models, • Understanding of commercial models, contract structures, statements of work, SLAs and risk allocation, • Strong collaboration skills and experience working across matrixed teams and multiple stakeholders, • Familiarity with CRM systems such as Salesforce or equivalent sales and quoting tools, • Strong domain knowledge across cybersecurity services, • Understanding of OT/IT security, Continuous Assurance, Continuous Threat Exposure Management, Digital Identity and Access Management, and complex managed services, • Familiarity with GDPR, HIPAA and ISO 27001 would be beneficial Demonstrates expertise in shaping complex cybersecurity and technology proposals, with a strong focus on commercial acumen, pricing strategy, and risk management. Capable of engaging with senior stakeholders and mentoring teams while driving growth through targeted campaigns and effective collaboration. • Complex Cybersecurity Opportunities, • Commercial Acumen, • Business Case Development, • Collaboration Across Matrixed Teams, • Familiarity With CRM Systems, • Pricing Strategy, • Contract Structure, • Margin Analysis, • ROI Models, • Opportunity Qualification, • Complex Deal Structuring, • Cybersecurity Services Knowledge, • OT/IT Security Understanding, • Continuous Assurance, • Digital Identity Management, • Collaboration Skills, • Mentoring, • Engagement With Senior Stakeholders, • GDPR Familiarity, • HIPAA Familiarity, • ISO 27001 Familiarity, • Cybersecurity, • Professional Services, • Commercial Compliance, • Risk Allocation, • Strategic Account Sales, • Salesforce, • Sales Quoting Tools #J-18808-Ljbffr