We currently have an opportunity for a Global Cybersecurity Services, Business Development Lead for Dell Technologies Services. This is a global role based in the United States. We are looking for an experienced professional to help manage and grow our Cybersecurity Business. The Cybersecurity BDM lead s deeply familiar with product, services, software, and solutions that are responsible for leading pursuit in their assigned focus areas. Collaborates and champions the role as a provider of Cybersecurity services in the era of rapid digital transformation. Supports Account Managers and provides specialist expertise within the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities.

Key Responsibilities:

In this position, key responsibilities will include the following:

• Grow joint revenue, acquire new customers, and retaining/growing existing customers.
• Work closely with field/ inside sellers as well as partners (SecureWorks???) to develop joint selling and demand generation activities.
• Work closely with partner teams to leverage resources (collateral, presentations, emails, webinars) to support joint initiatives.
• Prepare and present regular partnership status updates and sales results for executive leaders and program stakeholders.
• Provide market intelligence and strategic options into business planning activities
• Assist in driving regional/local relationships with Dell and Cybersecurity teams.
• Perform rhythm of business activities to support Dell Sales.
• Shape and execute global partner enabled solutions / campaigns to be regional specific across inside sales and field sales
• Communicate our successes, wins and achievements to our internal and external stakeholders.
• Build Dell-Cybersecurity Strategic Partnership relationships based on role
• Land Partnership initiatives
• Maintain ownership of regional Dell and Cybersecurity regional sales programs, enablement, training and events as necessary
• Provide education & awareness to the Dell and Cybersecurity teams
• Drive cross-company sales engagement, removing barriers, architecting business solutions, to help close the sale
• Support sales pursuits as necessary

Qualifications

Ideal candidates will be a veteran in data center solutions with 10+ years’ experience in technical services sales with in-depth knowledge of Microsoft and VMWare Datacenter technologies and will reside in the United States.

Ideal skills include:

• 5/8/10+ years of professional work experience as cyber security consultant
• Previous experience selling end-to-end cybersecurity incident response, managed detection response, XDR, etc… solutions and awareness of cybersecurity threat detection
• Cyber security solution sales background with more than 12 months selling Cyber Security Services including MDR & EDR solutions and services
• Experience in an MDR & EDR operations with customer sales facing responsibilities
• Understanding cyber security fundamentals, end point security, network defense concepts and threat landscape
• Demonstrate an understanding of outsourced and/or managed service oriented MDR type of engagements, preferably with an understanding of end point device management, Security Operations as well as third party products for managing customer’s security posture including:
  • Secureworks (Taegis XDR)
  • VMware (Workspace One Intelligence and Carbon Black Endpoint
  • Microsoft (Endpoint Manager, Defender for Endpoint/Identity, Identity & Access Management, and Azure AD
• Maintain awareness of key business and industry trends and understanding how they impact responses to cyber risk. Being able to translate these themes into strategic advice for internal stakeholders, customer and partners.
• Relevant certification such as CISSP, OSCP and CREST.
• Account and partner relationship management
• Excellent interpersonal, communication & presentation skills
• Program development
• Event management
• Good all-around knowledge of Dell products and services and how they complement our channel partners.
• Demonstrated initiative and positive can-do attitude