May 16, 2019

Sales Director, Cyber Security

  • Optus
  • Macquarie Park NSW, Australia
Full time Cyber Security Management

Job Description

About the company

Following the strategic decision to create a global cyber security business, Trustwavean Optus companyincorporates the cyber security functions of Optus, Singtel and Trustwave, leveraging the best of our global cyber assets and people. With customers in 96 countries, Trustwave is a leading cyber security and managed security services provider that helps businesses fight cybercrime, protect data and reduce security risk.  Offering a comprehensive portfolio of managed security services, security testing, consulting, technology solutions and cyber security education, Trustwave helps businesses embrace digital transformation securely.

About the role

You will lead sales revenue and business growth across the ANZ region in assigned customer segments across enterprise and government business vertical, which importantly includes leading, mentoring and inspiring a national team of dedicated frontline Security Sales professionals.

Leading sales cadence from the front, you will oversee and assist in the strategic establishment and maintenance of C-suite relationships with customers, partners, vendors, and relevant governing Security bodies with the intent to establish a presence influence and enable Trustwave to increase market share, business growth and profitability.

Additionally, as a vital member of the Cyber ELT you will strategise, plan and mobilise the deployment of various Sales and technical resources from vendors, partners, functional teams and local resources to meet business objectives. This requires your proven leadership in motivating this extended team to meet and exceed growth targets and will also be responsible to establish an executable business plan with clear business direction, strategy and establish a regular sales cadence.  You will also collaborate with other key peers such as account and market owners, product, services and operational functions.

Core responsibilities include

  • Establish a strategic positioning for Trustwave's portfolio of products and partner Security capabilities to its customers to grow market share;
  • Understand business landscape and identify influencers and decision makers within the partner and customers’ organisation;
  • Key focus on identifying business challenges and developing strong value propositions to help customers meet their business objectives through solution sales;
  • Establish a high level of personal credibility with key Partner and client executives, negotiate and effectively close business deals;
  • Ensure revenue and profit targets are met ensuring excellent Customer Satisfaction levels are achieved with every client engagement; &
  • Engage and work with local and offshore Trustwave stakeholders to penetrate account, including joint account planning with Partner and customers where applicable.

What makes you perfect for the role?

  • Tertiary qualified in a relevant business or technology related discipline; 
  • Expert-level work experience leading Business Development teams in the Cyber Technology domain; 
  • Advanced expertise in selling managed services cyber products and solutions in the ANZ region;
  • Well-established professional B2B networks and relationships in the cyber security domain;   
  • Highly experienced in large-scale solutions selling of Security products and services (e.g. Network, Endpoint, & Cloud-Based Security);
  • Advanced business acumen with a high degree of self-motivation, strong commitment and results orientation;
  • Dedicated & consultative sales leader player with excellent written, verbal and presentation skills; &
  • Highly independent and resourceful team player with a genuine enthusiasm for providing excellent support to internal and external customers.

To be successful, it is imperative that you have a firm grasp of Cyber Security industry challenges and emerging threats to understand customer’s security requirements and work with technical teams so that the right solution and services may be proposed.