Client Security Principal (Req#1150)

ePlus Technology, inc. • San Ramon, CA

2d • $170,000 - $190,000

About The Position

As a Client Security Principal (CSP), you will be responsible for ePlus’ regional security business, working in concert with the regional vice president (RVP) and services leadership. This position is critical to the company’s security success and is the primary catalyst for achieving our growth objectives within the assigned territory.
Your Impact
The essential functions of this position include:
Partner with the regional vice president (RVP) and services leadership to have joint responsibility for the regional security business, driving high performance around achieving the financial security goals/budget, building and executing a business plan, and facilitating a regular security forecasting cadence within the assigned territory.
Conduct customer facing responsibilities by aligning with the top strategic accounts within the territory (focus, growth accounts) to personally provide security thought leadership to uncover and drive to closure strategic customer opportunities alongside the regional account teams.
In addition to the above two primary job responsibilities, other duties include:
Coach and position the field teams toward a posture of hyper-growth within the security segment of the business, while maximizing the services contribution to the overall business. This includes providing clear direction to local leadership and sales/services teams regarding the focus partnerships, technology areas, and enablement activities required to accelerate the growth of the security practice.
Perform in a customer facing security sales/presales capacity, working in concert with field sales and sales leadership, to drive improved security account penetration, field sales participation in selling security solutions, opportunity qualification, pipeline development, and business growth.
Operate in a strategic manner within the territory and account base exhibiting key characteristics such as, executive level presence, business and sales acumen, a services led approach to client engagement, and strategic solution selling across the ePlus security product and services portfolio.
Learn, successfully customize, and execute the global security go-to-market strategy and approach at a regional level within the agreed upon customer accounts.
Leverage previous success and experience in the areas of Network Security, Advanced Threats, Security Operations and Analytics, Data and Application Security, Endpoint Security, Cloud Security, Integrated Security Architectures, Complex Professional Services Engagements, and Advisory & Managed Services to provide thought leadership for clients, partners, and internal ePlus teams.
Regularly contribute to ePlus IP development, global strategy, services & solutions roadmap, digital marketing, and occasional public speaking opportunities.
Coach and mentor solutions architects within the territory to develop and mature abilities in alignment with career path goals, strategic initiatives, and focus for the region.
Collaborate and align with regional teams and leadership supporting cloud, data center, networking, collaboration, and the services organization to empower a “security everywhere” approach.
Participate in the local efforts for security demand generation campaigns working with the field sales organization, ePlus partner alliance management, and the marketing organization.
Effectively collaborate with existing ePlus field sales, presales, partner alliances, strategy and services leadership. This includes supporting global shared services go-to-market efforts such as assessments, advisory and managed services.
Coach the field account teams toward landing new security accounts within the existing ePlus customer base and expanding current footprint in existing ePlus security accounts.
Work in concert with field sales/services and partner alliance management to facilitate joint account and territory planning exercises with top security OEMs and key services partners.
Develop joint marketing plans to recommend tactics, strategic approaches and assist the field with regularly scheduled demand generation activities within the territory.
Coordinate ongoing enablement activities and development of field sales and engineering staff relative to security and in support of the approved go-to-market approach.
Provide accurate forecasting of security sales for assigned territory.
Meet or exceed financial growth targets for security product and services sales, with a specific focus on growing security services faster than product.
Collaborate with peers across other markets to share best practices and develop a consistent approach for the Client Security Principal (CSP) position, yielding optimal results for the organization.

Requirements

• BA/BS in Business, Management, Computer Science or Engineering field preferred
• Minimum of 5+ years of experience selling and positioning Security solutions
• Proven success selling solutions at the CXO and VP level
• Willingness to travel regularly within assigned territory, as well as occasional national travel to company meetings and events
• Knowledge and experience selling Security products and services
• Previous success in designing, developing, and implementing IT solutions within the security discipline
• Must be fully knowledgeable and able to competently discuss, plan, and support deployment efforts around IT solutions using five or more of the following domains: Network Security Advanced Threat Cloud Security Data Protection and Privacy Security Operations and Analysis Endpoint Security Application Security
• Ability to conduct executive level (CISO, CIO) dialogue and presentations
• Marketing program execution and follow-up
• Building and executing on a territory business plan
• Account planning, opportunity qualification, pipeline development, and opportunity pursuit
• Excellent communication, presentation, problem-solving and time management skills
• Ability to work well in a matrix managed environment
• Field enablement, coaching, and mentoring in Security selling
• Proven ability to leverage subject matter experts to further the sales process
• Able to work independently and proactively

Nice To Haves

• CISSP certification (or equivalent) is preferred

Responsibilities

• Partner with the regional vice president (RVP) and services leadership to have joint responsibility for the regional security business, driving high performance around achieving the financial security goals/budget, building and executing a business plan, and facilitating a regular security forecasting cadence within the assigned territory.
• Conduct customer facing responsibilities by aligning with the top strategic accounts within the territory (focus, growth accounts) to personally provide security thought leadership to uncover and drive to closure strategic customer opportunities alongside the regional account teams.
• Coach and position the field teams toward a posture of hyper-growth within the security segment of the business, while maximizing the services contribution to the overall business. This includes providing clear direction to local leadership and sales/services teams regarding the focus partnerships, technology areas, and enablement activities required to accelerate the growth of the security practice.
• Perform in a customer facing security sales/presales capacity, working in concert with field sales and sales leadership, to drive improved security account penetration, field sales participation in selling security solutions, opportunity qualification, pipeline development, and business growth.
• Operate in a strategic manner within the territory and account base exhibiting key characteristics such as, executive level presence, business and sales acumen, a services led approach to client engagement, and strategic solution selling across the ePlus security product and services portfolio.
• Learn, successfully customize, and execute the global security go-to-market strategy and approach at a regional level within the agreed upon customer accounts.
• Leverage previous success and experience in the areas of Network Security, Advanced Threats, Security Operations and Analytics, Data and Application Security, Endpoint Security, Cloud Security, Integrated Security Architectures, Complex Professional Services Engagements, and Advisory & Managed Services to provide thought leadership for clients, partners, and internal ePlus teams.
• Regularly contribute to ePlus IP development, global strategy, services & solutions roadmap, digital marketing, and occasional public speaking opportunities.
• Coach and mentor solutions architects within the territory to develop and mature abilities in alignment with career path goals, strategic initiatives, and focus for the region.
• Collaborate and align with regional teams and leadership supporting cloud, data center, networking, collaboration, and the services organization to empower a “security everywhere” approach.
• Participate in the local efforts for security demand generation campaigns working with the field sales organization, ePlus partner alliance management, and the marketing organization.
• Effectively collaborate with existing ePlus field sales, presales, partner alliances, strategy and services leadership. This includes supporting global shared services go-to-market efforts such as assessments, advisory and managed services.
• Coach the field account teams toward landing new security accounts within the existing ePlus customer base and expanding current footprint in existing ePlus security accounts.
• Work in concert with field sales/services and partner alliance management to facilitate joint account and territory planning exercises with top security OEMs and key services partners.
• Develop joint marketing plans to recommend tactics, strategic approaches and assist the field with regularly scheduled demand generation activities within the territory.
• Coordinate ongoing enablement activities and development of field sales and engineering staff relative to security and in support of the approved go-to-market approach.
• Provide accurate forecasting of security sales for assigned territory.
• Meet or exceed financial growth targets for security product and services sales, with a specific focus on growing security services faster than product.
• Collaborate with peers across other markets to share best practices and develop a consistent approach for the Client Security Principal (CSP) position, yielding optimal results for the organization.

Benefits

• ePlus offers a full range of medical, financial, and/or other benefits (including 401(k) eligibility, employee stock purchase program and various paid time off benefits, such as vacation, sick time, and personal leave), dependent on the position offered.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level