Cyber Security Solution Specialist

Overview:

The Cybersecurity Solution Specialist will play a pivotal role in driving revenue growth and strengthening the position within the cybersecurity market. This role focuses on supporting the Key Accounts team, working alongside Account Managers and New Business Sales to identify opportunities, deliver value propositions, and ensure customers maximize their investment in cyber security solutions

The ideal candidate is a dynamic, results-oriented professional with a strong understanding of both Microsoft cyber security technologies and the broader best-of-breed cybersecurity landscape, including vendors such as Mimecast, CrowdStrike, and others. Success in this role requires excellent relationship-building skills, a structured approach to sales, and the ability to navigate a matrixed sales organization.

Responsibilities:

Sales Execution & Pipeline Management:

Drive cybersecurity pipeline development and manage the full sales cycle through to close as part of a deal team.

Collaborate with Account Managers to identify whitespace opportunities for cross-sell and upsell within existing key accounts.

Engage SMB clients (70–500 users) with tailored cyber security solutions from across the Cyber portfolio

Deliver compelling presentations and demos that articulate the business value of cybersecurity solutions.

Negotiate and close deals, ensuring favourable terms for the company.

Provide accurate forecasts and consistently achieve or exceed sales targets.

Stakeholder Collaboration:

Work closely with Account Managers, Customer Success, Pre-sales and Marketing to accelerate pipeline creation and deal velocity.

Partner with security vendors and MSPs to leverage tools, resources, and joint go-to-market strategies.

Share market insights and customer feedback with product teams to influence solution development.

Value Proposition Expertise:

Maintain deep knowledge of Microsoft security offerings and other select leading cybersecurity vendors.

Position the company as a trusted advisor for cybersecurity, helping customers reduce risk and improve resilience.

Stay abreast of emerging industry trends, threats, and compliance requirements.

Sales Operations:

Maintain accurate CRM records and prepare timely reports and forecasts.

Apply structured sales methodologies (MEDDIC, Sandler) to ensure disciplined pipeline management and deal qualification.

Requirements :

• A minimum of 3 years proven experience in cybersecurity sales.
  
  
• Familiarity with Microsoft security technologies and leading vendors (e.g., Mimecast, CrowdStrike).
  
  
• Background in MSP/MSSP environments or channel sales models.
  
  
• Direct experience of working for, or closely with, leading security vendors suchas Microsoft, Mimecast, Crowdstrike.
  
  
• Experience working with SMB clients (70–500 users).
  
  
• Comfortable applying leading sales methodologies (MEDDIC, Sandler).
  
  
• Previous experience transacting with or working for an MSP.
  
  
• Ability to thrive in a matrixed sales organization.
  
  
• Excellent communication, presentation, and negotiation skills for C-level and technical audiences.
  
  Technical & Industry Knowledge:
  
  
• Understanding of cybersecurity frameworks and compliance (ISO 27001, NIST, GDPR).
  
  
• Familiarity with threat detection, EDR/XDR, SIEM, email security, and identity management solutions.
  
  
• Awareness of current threat landscape and MSSP service models (SOC, vulnerability management, incident response)