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Managing Principal Dell SecureWorks (4864097)

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Company: Dell

Location: Los Angeles, CA

Date Posted: November 28, 2014

Source: Dell

Job Description
Location: Remote\Field\Satellite Office

Managing Principal - Dell SecureWorks- Remote
Security, Risk & Consulting Group

Dell SecureWorks is a market leader in information security services with more than 3,600 customers worldwide spanning North America, Latin America, Europe, the Middle East and the Pacific Rim.  Organizations of all sizes, across all industries rely on Dell SecureWorks to protect their assets, improve compliance and reduce costs.  The combination of strong customer service, award-winning security technology and experienced security professionals makes Dell SecureWorks the premier provider of information security services for any organization.  Positioned as a leader of the MSSP industry by several global industry analyst firms, Dell SecureWorks also has received SC Magazine’s “Best Managed Security Service” award and Frost & Sullivan’s North America Security Incident Mitigation and Response Customer Value Leadership Award, among others.

Role Overview:
We are currently looking for a creative information security thought leader who ...
Job Description
Location: Remote\Field\Satellite Office

Managing Principal - Dell SecureWorks- Remote
Security, Risk & Consulting Group

Dell SecureWorks is a market leader in information security services with more than 3,600 customers worldwide spanning North America, Latin America, Europe, the Middle East and the Pacific Rim.  Organizations of all sizes, across all industries rely on Dell SecureWorks to protect their assets, improve compliance and reduce costs.  The combination of strong customer service, award-winning security technology and experienced security professionals makes Dell SecureWorks the premier provider of information security services for any organization.  Positioned as a leader of the MSSP industry by several global industry analyst firms, Dell SecureWorks also has received SC Magazine’s “Best Managed Security Service” award and Frost & Sullivan’s North America Security Incident Mitigation and Response Customer Value Leadership Award, among others.

Role Overview:
We are currently looking for a creative information security thought leader who is passionate about new business development as well as account management, and who thrives on complex business selling with medium to long sales cycles. You will be a key member of a team responsible for helping develop our complex security services sales, and managing customer relationships in order to grow Dells security services business. You will work closely with the rest of the security services delivery organization and services sales organization in order to identify, qualify and maximize revenue for the full information security services portfolio, for both existing and new accounts.

Role Responsibilities:
-Establish a professional working and consultative relationship with the customer, up to and including the C-level for mid-to-large accounts, by developing a core understanding of the unique business needs of the customer
-Understand the customer’s business, their business environment and their information security needs to develop and tailor the most appropriate solution
-Work collaboratively with business leaders to align information security services and technology, staffing and processes to their organizational strategies and objectives
-Solve problems without precedent
-Strategize and create new and innovative solutions that drive changes for our customers' benefit
-Motivate, challenge and lead peers to achieve business results beyond your direct scope of influence
-Develop and enhance our services-based intellectual property through research and customer engagement
-Assume a lead role as a trusted advisor for large and complex integrated information security projects
-Directly interface with the external customer on projects
-Manage the execution of complex sales activities to new and existing customers
-Serve in a strong contributor role for the writing of complex and unique proposals, with input and contribution from fellow large deal pursuit team members
-Present proposals, and develop and present custom collateral to help drive a rich understanding of our ideas to the customer
-Support the security service line leaders in executing the different value propositions at your customer
-Work in a  matrix organization supporting multiple stakeholders
-Work closely with Dell's other security services sales, and related business units, and be prepared to drive business on your own as well
-Make business plans for targeted accounts, together with management
-Achieve a minimal level of consulting chargeability, commensurate with, and for the purposes of our business development goals
-Negotiate price, discounts, within defined schedules and guidelines

As a managed security provider, Dell SecureWorks expects its employees to understand and  commonly known security practices and possess a working knowledge of applicable industry controls such as NIST 800-53.  Employees will be expected to acknowledge their security responsibilities in writing prior to gaining access to company systems.   Employees will be required to maintain a working knowledge of local security policies and execute general controls as assigned.

Requirements:
-Proven success in selling large complex information security services solutions
-History of achieving or driving the achievement of sales quotas, and the expansion of customer relationships, through collaboration, leadership and innovation
-Managed and/or directed information security sales project(s) of size:  >$1 Million
-Ability to justify value / business case for information security services solutions
-Results orientation and can demonstrate direct contribution or responsibility for very strong sales results
-10+ years of information security consulting experience to include 5+ years in a business development role for security services solutions
-Undergraduate degree and 10+ years relevant experience or Graduate degree and 8+ years relevant experience
-Experience leading large multi-disciplinary sales pursuit and/or customer engagement teams in a matrix environment
-Ability to identify issues/roadblocks and proactively identify solutions
-Strong communication and presentation skills with experience communicating at the C Level
-Demonstrated adaptability
-Very strong English language writing skills
-Readiness to travel up to 50-60%

Preferences:
-Experience in business development at one of the major consulting firms a plus
-Past success understanding customers' business needs to collaboratively create solutions that challenge the customers' assumptions and drive strategic value
-Previous role as a CISO a plus
-Experience selling and delivering IT Strategy and Transformation, Data Strategy and Governance, IT Governance and Effectiveness
-Experience with management consulting practices
-Spanish, Japanese, French, or German fluency
-MBA is preferred but not required

Company Description
With more than 100,000 team members globally, we promote an environment that is rooted in the entrepreneurial spirit in which the company was founded. Dell’s team members are committed to serving our communities, regularly volunteering for over 1,500 non-profit organizations. The company has also received many accolades from employer of choice to energy conservation. Our team members follow an open approach to technology innovation and believe that technology is essential for human success.

Why work with us?
-Life at Dell means collaborating with dedicated professionals with a passion for technology.
-When we see something that could be improved, we get to work inventing the solution.
-Our people demonstrate our winning culture through positive and meaningful relationships.
-We invest in our people and offer a series of programs that enables them to pursue a career that fulfills their potential.
-Our team members’ health and wellness is our priority as well as rewarding them for their hard work.

Life At Dell

Equal Employment Opportunity Policy

Equal Opportunity Employer/Minorities/Women/Veterans/Disabled

Job ID: 140004LR
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