Business Development Manager Cybersecurity
Ubicación: España
Empresa: NTT DATA, Inc.
The Business Development Manager is a subject matter expert, responsible for developing new business across the entire cybersecurity portfolio and generating new opportunities with new or existing clients.
The Business Development Manager works directly with Sales Teams, Marketing, Partners, and internal subject matter experts to develop and generate new opportunities. A substantial amount of time is spent on engaged selling or supporting the sales process in partnership with Client Managers and Strategic Partners. This role contributes to the sales process by working with management and marketing to build and develop excellent stakeholder relationships with new and existing partners, while developing new business channels and territories, which will be a core focus of this role.
What you'll be doing
Key Roles and Responsibilities:
1. Develops and nurtures relationships with key partners to foster collaboration between sales teams and mutual benefit.
2. Develop business plans with strategic partners and sales teams to generate new opportunities.
3. Main responsible for the execution of partners' business plans by engaging with Vendors, Sales Teams, Marketing, and Clients to generate new opportunities.
4. Supports partnership agreement negotiations, ensuring terms are favorable and align with company objectives.
5. Collaborates with internal cross-functional teams such as sales, GTM, or marketing to develop joint offerings or solutions with partners.
6. Drives marketing activities to promote cybersecurity offerings to clients and the market (physical or virtual events, marketing campaigns, client workshops, etc).
7. Executes cybersecurity workshops with new or existing clients to promote the NTT cybersecurity portfolio.
8. Drives initiatives to integrate partner technologies or services into the company's products or platforms.
9. Manages go-to-market initiatives and campaigns to promote joint offerings or solutions.
10. Tracks strategic partners' performance against established metrics and business KPIs.
11. Identifies areas for improvement or expansion with existing partnerships.
12. Optimizes processes and workflows related to partnership management to increase efficiency and effectiveness.
13. Educates internal stakeholders on the value and benefits of partnerships.
14. Stays informed about industry trends, competitor activities, and market opportunities that could impact partnerships.
15. Drives positive brand recognition in the security business in-country and in-region.
16. Maintains subject matter expertise in the Security technology domain or solutions set.
17. Maintains a high level of relevant product and service knowledge to have meaningful conversations with potential and existing clients.
18. Maintains awareness of the competitive landscape, market pricing, and strategy for penetrating new markets.
19. Contributes to the knowledge base of NTT solutions and services within a practice area or service area by sharing best practices with internal teams and client teams.
20. Works with relevant technology vendors and ensures a deep understanding of their solutions and how they can contribute to our own solutions set.
21. Interacts and engages with clients to uncover and understand client business goals.
22. Articulates our value propositions throughout all steps in the sales process.
23. Establishes relationships with multiple client stakeholders and secures deals with clients to achieve assigned sales quotas and targets.
24. Uses understanding of the client’s business and depth of knowledge on Security solutions to personalize the recommended solution in line with the client’s needs.
25. Works alongside Client Managers to support the sales process, position technology solutions, and close deals.
26. Supports the wider territory sales plan and executes the sales strategy, defining your own plan for your solution to achieve your sales targets.
27. Works closely with sales and matrix teams to achieve the shared goal of growth.
28. Performs any other related tasks as required.
Knowledge, Skills and Attributes:
1. Seasoned understanding of the IT industry environment and business needs.
2. Seasoned knowledge of market verticals, horizontals, business administration, and business change.
3. Advanced ability to lead technical design workshops with clients and internal business stakeholders.
4. Seasoned technical, quantitative, and analytical capabilities.
5. Ability to work with clients and business teams to create client-oriented solutions and services.
6. Excellent interpersonal skills with the ability to develop and maintain strong stakeholder relationships.
7. Ability to recognize opportunities for enhancement and continuous improvement.
8. Ability to establish and manage processes and practices through collaboration and understanding of business.
9. Ability to manage urgent and complex tasks simultaneously.
10. Passion for learning about new industry trends and technology advancements.
Academic Qualifications and Certifications:
1. Bachelor’s degree or equivalent in Computer Science, Information Technology, Business, or a related field.
2. Certification in industry-relevant structured sales methodologies and negotiation skills.
3. Technical or sales certification in security products (e.g., Cisco, Fortinet, Check Point, Palo Alto Network, Proofpoint, Crowdstrike, F5, Zscaler).
4. CISSP, CompTIA Security+, GISF.
Required Experience:
1. Seasoned business experience in a technology or services environment, particularly selling Security solutions.
2. Seasoned knowledge of the Spanish cybersecurity market.
3. Seasoned knowledge of the cybersecurity vendors ecosystem.
4. Seasoned understanding of Secure Cloud, Secure IoT/OT, Secure Workplace, Secure Applications, and Security Operations.
5. Seasoned understanding of the IT Managed Services environment.
6. Seasoned experience in solution-based selling with a proven track record of sales over-achievement.
7. Seasoned experience in selling complex solutions and services to C-Level clients.
8. Experience resolving a wide range of issues creatively to meet targets and objectives.
9. Seasoned experience networking with senior internal and external people in the specialist area of expertise.
10. Expert-level capability and the ability to work independently with little instruction on day-to-day workload.
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