Job Description

There are plenty of cyber sales roles where the job is to build a list, make calls and find the next logo. This isn't one of them.

We're looking for someone who genuinely knows cyber and can take a qualified opportunity and run with it. You'll sit within an established Cyber Security practice, working between customers, the technical team and the broader sales function. Opportunities already come through existing customers, partners and the sales team, so this isn't about spending your day cold calling.

Your job is to understand what the customer actually needs, shape the right solution and get the deal done. You'll run discovery, ask the right questions, scope the solution, build the pricing, write proposals and SOWs and bring technical specialists into the conversation when they're genuinely needed.

You'll have opportunities of your own, but this isn't a role where success is only measured by what has your name against it. A big part of the job is working alongside Account Directors, helping them develop and close cyber opportunities within their customers. We're looking for someone who makes the broader sales team better at selling cyber, rather than competing with them for the deal.

You need to be able to have a proper conversation about managed security services, MDR, SOC environments, incidents and security operations without needing a technical specialist sitting beside you for every meeting. You should be comfortable getting through a first or second customer conversation yourself and credible with everyone from an IT Manager through to a CIO or CISO.

We're fairly open minded about how you got there. You might already be selling managed security services for an MSSP or systems integrator. You could be in cyber presales and want more commercial ownership. Or perhaps you started in security consulting, architecture or security operations before moving closer to customers and sales.

We're less concerned about your current job title than whether you can combine technical credibility with commercial ability. You need enough time in cyber to understand how these services actually work, what happens when things go wrong and why a customer might need a managed security provider in the first place.

You'll also need to be fairly self-sufficient. There are established processes, pricing models and SOW templates to work from, and plenty of technical expertise around you, but this isn't a huge enterprise environment where there's a different person to handle every stage of the deal. You need to be comfortable getting into the detail and producing your own commercial work.

It could equally suit a strong cyber presales or consulting person who's realised they enjoy the commercial side and wants to own more of the cycle.

russell@theonset.com.au / 0438984265