Solution Sales Manager, CyberSecurity

StarHub Ltd; Singapore; On-site; SGD 120,000 - 180,000; Full time

Job summary

StarHub Ltd. seeks a Technical Sales Driver to provide pre-sales technical expertise and lead opportunity development in CyberSecurity. You will build pipeline, articulate value, and drive deals that integrate StarHub solutions with customer systems.

You will own solution design, present proposals, negotiate contracts, and collaborate with internal teams to meet revenue targets while educating the market on StarHub transformation and differentiating offerings.

Qualifications

• Diploma or Degree in IT, Computer Science or related field.
• 8+ years in presales, business development or account management in telecom/IT.
• Security certifications (ISMS, CISSP, CISA, CISM, GIAC) preferred.
• Experience in security architecture and enterprise solutions.

Responsibilities

• Lead opportunity development from lead qualification to closure.
• Prepare and present technical and commercial proposals with best-fitting tech.
• Negotiate contracts and ensure alignment across legal, technical and commercial teams.
• Engage with stakeholders across customer orgs, including C-level executives.
• Educate customers on StarHub's transformation and offerings; drive revenue targets.

Skills

Presales

Customer engagement

Security knowledge

Contract negotiation

Stakeholder management

Education

Diploma or Degree in IT/CS

Tools

Palo Alto

Trend Micro

Firewall / IDS/IPS

SIEM

CASB

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

• 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