Solution Sales Manager, Cybersecurity

StarHub; Singapore; On-site; SGD 70,000 - 100,000; Full time

Job summary

StarHub in Singapore is seeking a Technical Sales Driver for Cybersecurity opportunities. You will support the Account team with pre-sales technical expertise, lead opportunity development, and prepare proposals on how StarHub’s solutions meet customer needs. The ideal candidate has at least 6 years in customer engagement within telecommunications or IT and strong knowledge of cybersecurity technologies. This role requires excellent communication skills and a proactive approach in negotiating and closing deals with clients.

Qualifications

• 6+ years of proven customer engagement in presales, business development, and account management.
• Experience in selling to the government sector is an advantage.
• Certifications in Security technologies such as ISMS, CISSP, CISA preferred.

Responsibilities

• Lead opportunity development from lead qualification to closure.
• Prepare and present technical and commercial proposals.
• Engage with C-level executives to close business deals.

Skills

Customer engagement

Negotiation

Technical proposal preparation

Security technologies understanding

Communication skills

Education

Diploma in IT, Computer Science or related field

Tools

FireEye

Palo Alto

Trend Micro

Cisco

Job description

Job purpose

The role is like a technical sales driver; you will provide pre-sales technical expertise to the Account team and customers for Cybersecurity opportunities. You build opportunities and pipeline through an outcome-based consultative approach and drive deal closure that pulls through other StarHub solutions and products. At the same time, you educate the target market on StarHub transformation and its value offerings, roadmap, and its differentiation of its market-leading role.

Job description

You will lead 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 customers’ needs and be integrated with customers’ 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
• Prepare, present and convey the customer’s benefit of solutions in bid proposals and presentations
• Review, edit and optimize the documents and give recommendations for improvement to technical authors or even rewrite major parts
• Provide guidance and coaching to technical authors
• Identify and summarize main obligations and risks of contracts
• Negotiation support: support in developing the contract and, if necessary, participate in contract negotiations to bridge possible gaps between legal, technical and commercial solutions
• 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

• At least a Diploma in IT, Computer Science or related field with a minimum of 6 years of 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 would be an 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 are preferred
• Demonstrated experience in Security architectural design and proposal of complex solutions in enterprise customer environments
• Understanding of the Security industry and evolution of technologies, threats causing vulnerabilities
• Proficient in two 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
• Self‑motivated, strong commitment and result‑oriented individual
• Excellent written and verbal communication skills
• Independent and resourceful team player with a genuine enthusiasm for providing excellent support to internal and external customers