Job Description

The Kyndryl Speciality Security Seller (Cross Industry) brings together knowledge across 3-4 industries with the credibility to build valued client relationships up to and including CISO,CxO level. This role requires expertise to oversee multiple new logos & with ability to shift focus to logos where there might be a potential opportunity arising. Critical to this role will be a deep understanding of the overall cybersecurity portfolio, at least three industries and a successful track record in hunting IT services sales engagements. Your focus will be to identify new fields of interest for security services in existing clients (farming) as well as new clients (hunting).
Speciality Security Seller (Cross Industry) is responsible for pitching, identifying, developing, and closing integrated security solutions that address their client's business needs (both from an industry and business point of view).
A high calibre individual is sought to cover the breadth of responsibility outlined below.
Primary Job Responsibilities Target & onboard new logos and expand client portfolio in a territory Develop executive relationships at assigned new territory of logos
Gather relevant vertical and market knowledge to forge relationships with buying offices of targeted clients
Identify and develop opportunities for potential engagement
Drive the ongoing qualification of these opportunities and recommend whether to engage, disqualify, or refer opportunities to other Kyndryl groups
Conceptualize and execute strong win strategy to convert new clients/deals and grow the client portfolio
Learn, know, and bring the best of Kyndryl to client (offerings, use cases, etc.)

Collaborate with teams across Kyndryl as appropriate to close qualified leads Develop pursuit strategy, drive client discussions, own the end-to-end solution & support negotiations to closure

Achieve assigned contract signings and revenue targets as a Technical Solutions Sales professional
Hold your ground with technical conversations at the CTO / CIO / Head of IT levels
Be the prime owner for Kyndryl proposals and commercials with a unique differentiated Kyndryl value proposition for opportunities whether RFP driven, sole source or identified through business development initiatives.
Lead the techno-commercial-legal negotiation and drive closure of opportunities with Clients, then ensure a smooth transition to Delivery.
Lead multiple opportunities concurrently, although typically in different sales stages.
Close the opportunity by pricing the solution using appropriate tools and using architecture work products.
Develop a compelling business case for the proposed solution which shows the cost case and ROI, and a well-defined scope of work (SOW / proposal) that clearly differentiates Kyndryl from competitors.
Advise client on the delivery capability to build client confidence in Kyndryls unique ability to partner with the client organization to achieve desired results, minimize risk, and meet negotiated targets (milestones, SLAs, budget, etc.) while maximizing Kyndryl's revenue, profit, and client satisfaction.
You will be expected to develop a strong understanding of Kyndryls sales processes, techniques, and tools over time.
Required Technical and Professional Expertise
Experienced C-level IT services seller, appropriate and articulate taking care of clients at the most senior levels
At least 10 years of total working experience in IT sales field with minimum 5 years in security portfolio.
You are expected to bring a network at CISO and C-level that you can easily approach
A track record of sales leadership in negotiating and closing transformational services engagements
A track record of 2 to 3 years in selling security portfolio in public cloud / hyperscale solutions (Azure, AWS, GCP etc)
A track record of meeting or exceeding sales goals.
Highly organised, self-driven and able to work with minimal supervision.
Ability to story tell and simplify the solution context and outcomes.
Innovative and creative in solving complex problems.
Ability to collaborate and bring together a unified approach with multiple stakeholders to deliver outcomes.
Ability to sell in a virtual environment - given the ongoing pandemic you must be able execute meetings effectively while working remotely via tooling such as Teams, WebEx etc.
You understand cross-industry and day-to-day concerns experienced by CxOs in running complex IT infrastructure environments together with an ability to position the unique value of our services to address these concerns
Ability to develop and maintain comprehensive technical sales knowledge in cloud (services) solutions, along with financial and selling skills
Personal drive, tenacity and energy and results oriented
Strong communication and presentation skills with the ability to produce and deliver powerful and persuasive presentations - comfortable in presenting to both small and large audiences
Excellent written and oral communication skills.
Sales forecasting and deals / closure assessment traits and be a believer in CRM hygiene
Maintain relationship with OEMs like Cisco, Juniper, F5, Paloalto, IBM, Trendmicro, Forcepoint, Checkpoint, Fortinet, Cloud Service Providers etc
Preferred Technical and Professional Experience
Demonstrated ability for consultative sales in cybersecurity domain targeting CISO/CXOs. Skills in areas of risk advisory and various cybersecurity frameworks, Understanding of cybersecurity OEM ecosystem and dexterity in crafting winning services proposals are critical.
Experience with assessment of a comprehensive and broad set of security technologies and processes, data protection, cryptography, key management, identity and access management (IAM), network security) within SaaS, IaaS, PaaS, and other cloud environments.
Expertise in any core security element of Zero Trust, Data Security and Privacy, Security Incident & Response, Security Assurance and Cloud Security area.
Review technology designs with technology architects and engineers, taking local and regional regulatory requirements into account.
Experience in any Infra security architecture and if any subject matter expertise within network infrastructures and perimeter security technologies such as firewalls, load balancers, WAF, CASB, proxies, SDN, DNS, and DDOS solutions.
A solid grasp of private / hybrid / public clouds and legacy IT infrastructures
Highly familiar with public and private cloud technologies (e.g., AWS, Azure, GCP, VMWare etc) and its Security offerings, preferably based on certifications and based on some hands-on experience
Able to maintain in-depth knowledge of competition's offerings and strategies
Lead the development of integrated solutions including terms and conditions to create a final customer proposal
Anticipate complex problems relating to our offerings and customer engagements and implements solutions.
Understanding of emerging technologies & trends like XDR, MDR, CASB, SASE, Microservices, Kubernetes, containers, Intelligent Automation, DevSecOps, Zero Touch etc.
Compelling at C-Level interactions.
Acts entrepreneurially to grow (personal) business and team to identify / win deals.
Clear domain expertise: Brings knowledge and reason for clients to engage.
Connected in their market: able to open doors from past relationships.
Skilled at building senior relationships & partnerships
Bold thinker/creative: able to think outside the box and imagine / stretch to construct large opportunities
Required Education
Bachelor's Degree
Preferred Education
Master's Degree
Education: Any Graduate
Industry: IT-Hardware/Networking, Telecom

Skills Required