Solutions Specialist - Security

The Scc; City of Westminster; Hybrid; GBP 65,000 - 80,000; Full time

Job summary

A leading cyber security company in the United Kingdom is seeking a Solution Specialist to build strategic relationships with customers and drive sales. The ideal candidate will have proven experience in the cyber security sector, outstanding communication skills, and will be responsible for maintaining a robust sales pipeline, maximizing customer relationships, and achieving revenue targets. The role offers a competitive salary and flexible working options.

Benefits

Salary range £65,000 - £80,000

Large company benefits

Flexible benefits scheme

Paid volunteering days

Qualifications

• Demonstrable sales experience within the cyber security sector.
• Proven track record of delivering margin growth.
• Experience of selling against business use cases.
• Background in working with large enterprise customers.
• Knowledge of purchasing and budgeting processes.

Responsibilities

• Meet or exceed annual gross margin targets.
• Develop and maintain a robust pipeline in the CRM system.
• Create and execute a Territory Plan for maximizing returns.
• Cultivate strong relationships with relevant vendors.
• Oversee the sales cycle from engagement to delivery.

Skills

Sales experience in cyber security sector

Communication skills

Construction of complex license deals

Organizational skills

Interpersonal skills

Job description

Role purpose: To build strategic relationships with new and existing customers, creating incremental sales by advocating for SCC Security's UK's customer portfolio. Solution Specialists work collaboratively with the account team and are responsible for the business opportunity until it is contracted, ensuring a smooth transition into delivery/transaction. You are excited by the opportunity to add value to the customer and are keen to share relevant insights and knowledge so the customer wants to meet with you. You build strong rapport by consulting with the customer to understand what their objectives are and then by delivering on these requirements. You are clear on the customer’s priorities and these are reflected in account plans and prioritisation of your time. You demonstrate a strong understanding of the buying and budgeting process and you use this knowledge to build compelling commercial offers. You possess a systematic approach to building, expanding and deepening customer relationships. Your mindset enables you to balance the long and the short-term to maximise the lifetime value for the customer. This role focuses on selling third-party licensing solutions and associated services. The successful candidate will be responsible for growing revenues and profitability for SCC's Security UK Division through effective selling to SCC customers and new name customers.

Responsibilities

• Achieve Targets: Meet or exceed annual gross margin targets as set by SCC at the beginning of the financial year.
• Pipeline Management: Develop and maintain a robust and accurate pipeline within SCC's CRM system Sales Hub working in collaboration with SCC's Branch Teams, sufficient to achieve or exceed target.
• Territory Planning: Create and execute a Territory Plan that maximises returns from customers and identifies product and solution whitespace in your territory.
• Vendor Relationships: Cultivate strong relationships with relevant vendors and vendor management teams to create co-sell opportunities and drive vendor-generated pass-through deals.
• Sales Cycle Management: Oversee key aspects of the sales cycle, from customer engagement through to deal closure and handover to delivery.
• Market Insight: Understand the competitive landscape and position SCC to win by emphasising our differentiators.
• Product/Service Evolution: Contribute to the development of product and service roadmaps by identifying repeatable customer challenges that can be profitably addressed.
• Cross-Selling: Demonstrate working knowledge of other SCC products and services to support the generation of collaborative pipeline for other divisions.
• Revenue Recognition: Maximise revenue recognition by constructing optimal commercial terms.

Qualifications

• Demonstrable sales experience within the cyber security sector.
• Proven track record of delivering margin growth.
• Experience of selling against business use cases as well as technical requirements.
• Background in working with large enterprise customers as well as SMEs.
• Proficient in engaging with key solution vendors and ISVs.
• Knowledge of purchasing and budgeting processes to drive the sales process.

Skills

• Ability to communicate compelling responses to customer challenges both verbally and in writing.
• Capable of constructing complex license deals and positioning software-based solutions.
• Possesses a systematic approach to building, expanding, and deepening customer relationships.
• Ability to manage multiple priorities and meet deadlines.
• Strong organisational and time management skills.
• Vendor aligned certifications to demonstrate vendor knowledge and engagement.

Personal Attributes

• High level of integrity and professionalism.
• Ambitious and action oriented.
• Resilient, tenacious, positive and determined.
• Collaborates well with internal teams to meet customer requirements
• Adaptable and flexible in a fast-paced environment.

Interpersonal

• Strong interpersonal and relationship-building skills.
• Exceptional stakeholder management skills, capable of engaging and clearly communicating with teams across the vendor landscape, the Security UK Division and the wider SCC business.
• Excellent communication and negotiation abilities.
• Proficient in presenting to diverse audiences.

About SCC

SCC is Europe's largest privately-owned IT business, based out of the new £7m HQ office in Birmingham and we help clients succeed through IT transformation and exceptional customer experiences. We are a business where innovation is greater as we combine unique ideas, people and disciplines. We are a global company that is passionate about IT and where we look to simplify the complex.

Equal Opportunities Employer

SCC is committed to providing equal opportunities and a proactive and inclusive approach to equality and diversity in employment. No applicant or employee will be treated less favourably than another on the grounds of a protected characteristic which are defined as sex, sexual orientation, age, disability, gender reassignment, trade union membership or non-membership, marriage and civil partnership, pregnancy and maternity, race and religion or belief. If you are selected for interview, and need any reasonable adjustments made for your interview, please let the SCC Talent Acquisition team know, at the point of scheduling.

Salary & Working Hours

Salary Package: £65,000 - £80,000 plus large company benefits, a broad flexible benefits scheme, and 2 paid-for volunteering days a year.
Hours: 9.00 am - 5.30 pm Monday - Friday.
Interview Process: 4-stage process.

Why SCC?

• An inclusive workplace
• Excellent package: solid basic and company benefits
• Hybrid working & core hours in line with role requirements
• Career development and life-long learning opportunities
• Opportunity to join Europe's largest privately-owned IT Company