Senior Sales Executive, Managed Security Services

Job Description

ACCOUNT DIRECTOR II | Lumen Technologies

The Tone:
This is a senior and pivotal sales position at Lumen Technologies, focused on the ANZ market. Lumen is the trusted network for AI, transforming how businesses connect, secure, and scale in an AI-driven world by connecting people, data, and applications quickly, securely, and effortlessly. This role is instrumental in refining and implementing a successful sales strategy to accelerate the sales of Lumen’s Managed Security Services. The successful candidate will leverage and build strong relationships with key security decision-makers to influence them towards Lumen’s MSS solutions.

The TL;DR
• Role: Full Time
• Type: Full-time
• Location: ANZ Market (Australia/New Zealand)

• Team: Sales team
• Mission: Accelerate sales of Managed Security Services by identifying, winning, and expanding relationships with high-value enterprise customers in the ANZ market.
• Tech Stack: Salesforce.com, MS Office (Outlook, Word, Excel, PowerPoint), Mitre ATT&CK framework, MAS TRM, NIST, Australian data privacy act, APP 1 and 11, CPS234, CPS230, Essential Eight

What You’ll Actually Do
• Customer Relationships: Develop and manage relationships with customer headquarters and decision-making executives in the ANZ market, creating action plans to cross-sell and up-sell accounts to increase total customer spend with the company.
• New Business Acquisition: Identify and win new high-value and strategic enterprise customers, providing comprehensive account plans and strategies to achieve sales and revenue quotas.
• Consultative Selling: Independently execute consultative selling to identify customer gaps, strategize with stakeholders, derive fit-for-purpose propositions, bid on, negotiate, and close new sales opportunities.
• Sales Forecasting: Provide accurate and detailed weekly/monthly forecast funnels of identified and proposed opportunities to meet or exceed sales quota requirements.
• Strategic Collaboration: Provide input to sales management regarding trends and changes within customer organizations and collaborate closely with the Security Practice team to align narratives, solutions, and portfolio strategy.

The Must-Haves
• Background: Senior-level career in security services sales, possessing a strategic mindset with excellent business acumen and a strong cybersecurity foundation.
• Experience: 7+ years of sales experience in Security Services, preferably with Managed Security Services (MSS) and/or Professional Security Services, and a demonstrated ability to open doors with Senior Executives/CXOs in the ANZ market.
• Skills: Strong understanding of cybersecurity standards and frameworks including Mitre ATT&CK, Threat hunting, MAS TRM, and NIST. In-depth knowledge of Australian data privacy act and obligations under APP 1 and 11, CPS234, CPS230, Essential Eight. Excellent network and access to CSOs/CISOs communities, combined with the ability to establish and maintain a sales portfolio plan.
• Bonus: Experience with Salesforce.com. Demonstrated strong communication, written, and formal presentation skills. Self-motivated, proactive, and results-oriented professional with an ability to work with minimum direction and proficient in MS Office products.