Client Security Principal

ePlus inc.
Herndon, VA
Nov 23, 2021
Nov 26, 2021
Full Time
Job Description:Are you up to the challenge? At ePlus, we engineer transformative technology solutions for the most visionary companies in the world. This takes imagination, relentless client service, and the tenacity to enable our clients to achieve their visions. Our partnerships with leading edge technology manufacturers"A cents € many of which look to us for their own technology infrastructure needs"A cents € keep us immersed across the broad spectrum of the IT ecosystem.As a Regional Cyber Security Lead, 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.From strategy to fulfillment to managed services, our engineering-centric solutions enable our clients to realize what it means for technology to do more.Job Responsibilities:The Client Security Principal (CSP) will have two primary job 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.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"A' 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.Your Corporate Responsibilities:Internal Control responsibilities vary by role and are subject to change. Please discuss your individual internal control responsibilities with your immediate supervisor on a regular basis.Handle confidential matters and information professionallyConduct business in a professional, competent and ethical mannerAdhere to corporate policies and proceduresJob Knowledge/Skills:Willingness to travel regularly within assigned territory, as well as occasional national travel to company meetings and eventsKnowledge and experience selling Security products and servicesPrevious success in designing, developing, and implementing IT solutions within the security disciplineAbility to conduct executive level (CISO, CIO) dialogue and presentationsMarketing program execution and follow-upBuilding and executing on a territory business planAccount planning, opportunity qualification, pipeline development, and opportunity pursuitExcellent communication, presentation, problem-solving and time management skillsAbility to work well in a matrix managed environmentField enablement, coaching, and mentoring in Security sellingProven ability to leverage subject matter experts to further the sales processAble to work independently and proactivelyMust 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 SecurityAdvanced ThreatCloud SecurityData Protection and PrivacySecurity Operations and AnalysisEndpoint SecurityApplication SecurityEducation and Experience:BA/BS in Business, Management, Computer Science or Engineering field preferredMinimum of 5+ years of experience selling and positioning Security solutionsProven success selling solutions at the CXO and VP levelCISSP certification (or equivalent) is preferredPhysical Requirements of Position:Ability of finger dexterity to be used primarily to make small movements such as typing, picking up small objects or pinching fingers together. Movements frequently and regularly required using the wrists, hands and / or fingers. Speech ability must be at a level where one must convey detailed or important instructions or ideas accurately, loudly or quickly. Hearing ability must be at a level to hear average or normal conversations and receive ordinary information. Visual ability must be average with ordinary visual acuity necessary to prepare or inspect documents or products or operate machinery. Physical strength for sedentary work with sitting most of the time. May have to exert or lift up to 10 - 20 pounds of force occasionally.ePlus is an equal opportunity employer and does not discriminate or allow discrimination on the basis of race, color, religion, gender, age, national origin, citizenship, disability, veteran status or any other classification protected by federal, state, or local law. ePlus promotes affirmative action for minorities, women, disabled persons, and veterans.#LI-KB1Equal Opportunity Employer/Protected Veterans/Individuals with DisabilitiesThe contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)