Job Description

Job Description

The primary focus is to play a leading role as the Technical Sales Driver in providing pre-sales technical expertise to the Account team and customers for CyberSecurity opportunities. You build opportunities / pipeline through an outcome-based consultative approach and drive deal closure that pull through other StarHub solutions and products. At the same time, you should also educate the target market on StarHub transformation and its value offerings, roadmap and its differentiation of its market leading role. 

The key function involves leading opportunity development efforts from lead qualification through closure. You take ownership of the solution design process to ensure the selection and use of best fitting technology, delivery and support processes. You own the preparation and presentation of technical and commercial proposals of how StarHub’s solutions and products can meet customer’s needs and be integrated with customer’s systems and equipment.

Responsibilities

Introduce StarHub's portfolio of solutions and services to achieve a high share-of-wallet in the account by positioning StarHub strengths and capabilities in front of customers

Understand customer’s businesses, and identify influencers and decision makers within a customer organization. Focus on identifying customer’s business challenges and developing strong value propositions to help customers meet their business objectives

Engage effectively with all levels across a customer’s organization to include all C-level executives, negotiate with customers and effectively close business deals

Prepares, presents and conveys the customers benefit of solutions in bid proposals and presentations 

Reviews, edits and optimizes the documents and give recommendations for improvement to technical authors or even rewrite major parts; Provide guidance and coaching to technical authors

Identifies and summarizes main obligations and risks of contracts

Negotiation Support: Support in developing the contract and if necessary participation in contract negotiations, to bridge possible gaps between legal, technical and commercial solution

Interact with internal departments and external partners to develop and implement strategies, plans and business models

Ensure revenue targets are met

Proper planning, monitoring and accurate forecasts on billing

Ensure excellent Customer Satisfaction levels with every Customer engagement

Qualifications

Qualifications

Diploma or Degree in IT, Computer Science or related field

Minimum 8 years’ proven customer engagement (in presales, business development and account management) track record in the Telecommunications or IT industry

Experience in selling to the government sector is a definite advantage

Qualifications in Security technologies, practices, methodologies and standards

Professional information security certifications or related security product certifications such as ISMS, CISSP, CISA, CISM, GIAC is preferred

Demonstrated experience in Security architectural design and proposal of complex solutions in enterprise customer environment

Understanding of the Security industry and evolution of technologies, threats causing vulnerabilities

Proficient in 2 or more of the following technologies/technology vendors/Solutions like Palo Alto, Trend Micro, FireEye, Checkpoint, Mcafee, RSA, Symantec, Fortinet, Cisco, CASB, IAM, APT, SIEM

High degree of self-motivation, strong commitment and result oriented

Dedicated professional with excellent written and verbal communication skills

Independent and resourceful team player with a genuine enthusiasm for providing excellent support to internal and external customers