The Senior Principal Security Services Sales Specialist is a highly skilled and advanced subject matter expert and is a quota-bearing sales persona. This go-to-market role has the primary responsibility to work with services teams to identify, develop, and close managed service and outsourcing deals.
This is a services expert role, recognized as the client’s trusted cloud managed services advisor and applies consulting led sales skills to engage and close opportunities with decision-makers.
This role works directly with clients at a variety of levels, as well as other internal sales and delivery expert teams such as Client Managers and pre-sales services-type architects and post the sale; the delivery teams that will manage the client’s outsourced solution. Deals often involve alignment on business outcome led multi-product/multi-vendor Security solutions with services.
This role ‘champions’ the delivery teams’ understanding of the client’s solution requirements, and initiates improvement programs ensuring that the client remains committed to solutions which leads to more sales opportunities.
Building and developing excellent stakeholder relationships with clients, fully understanding the client and the industry in which they operate will be a core focus of this role. The focus of this role remains on converting the client to a managed services client resulting in multi-year renewals; deals may involve a long sales cycle.
As a Senior Principal Security Services Sales Specialist, this role has the opportunity to partner with some of the biggest global organizations helping them convert to new business models.
To thrive in this role, you need to have:
An in-depth understanding of cybersecurity concepts, threats, and common vulnerabilities.
Familiarity with a wide range of security solutions and best practices for securing networks and systems.
Expertise in positioning our service offerings across Managed Services, Support Services, Consulting Services, and Technical Services.
Strong knowledge of IT infrastructure components such as servers, storage, virtualization, and DATA centers.
The ability to articulate the value of standardized, centralized, and optimized services from a business outcome perspective.
Significant business acumen with the ability to conduct strategic client conversations involving financial metrics.
Proven problem-solving skills and a client-centric approach.
Excellent negotiation skills to craft beneficial solutions for both the client and our company.
A bachelor's degree in a technical or sales field, or equivalent experience.
Key Responsibilities:
Ensures the generation of demand and selling Security Managed Services solutions -
Ensures the generation of demand by assisting clients to identify and qualify current needs and effectively articulate how the company can add value through its services and solutions offering.
Guides on addressing the objections that a client may pose in moving to a managed services solution.
Guides on allocating and deciding sales time between assigned clients and new prospect opportunities; yet ensure focus remains on the top clients/prospects and balance opportunity size with likely outcomes.
Sales partnership
The success of the services agenda and successful sales will rely on successful partnership with others; this will include regional leads and services teams to work on the best outcome for the client.
Works cross functionally with partners and/ or vendors to drive select deals through vendor-based opportunities.
Works cross functionally with broader organization such as the Offer Management, Commercial Architecture and delivery teams to promote and support high-value services opportunities.
Advises on regional sales governance processes and deal Clinics to profile opportunities.
Managed Services industry trusted advisor
Guides on building deep and long-term relationships with client leaders in a Managed Services opportunity and execute a competitive win strategy through understanding the client’s business requirements and competitive landscape.
Owns the maintenance of a high level of relevant service knowledge to have meaningful conversations with clients; including the industry that the client operates in.
Develops the knowledge base of company's services solutions within a services practice by sharing best practices with internal teams as well as client teams; ensuring that internal teams are aware of typical client challenges.
Deal construct
Owns the build and supports commercial solutions for Managed Services solutions and design deals that meet client’s needs and ensure win/win solutions for both client and the organization.
Guides on constructing the managed services deal including the commercial modelling, negotiate contractual terms, mitigate legal risk and obstacles, and move the proposal to close to meet assigned quota.
Drives the sales process
Guides on managing a pipeline of opportunities and creating and documenting a shared strategy to meet sales target such as net new customer pursuit plans to land new logos, activities to achieve client satisfaction, minimize churn, cross-sell, upsell, revenue, and margin goals.
Works with cross functional sales teams and commercial architects to successfully position the service and see the opportunity through to closure.
Works with cross functional internal teams to ensure scope of work and proposals are tracked, managed and delivered on time.
Develops and owns the implementation of an opportunity plan, to provide regular check-ins with the primary point of contact and have an established process for getting buy-in from all stakeholders
Guides on ensuring DATA is accurate based on sales reporting standards to provide DATA-driven insights.
Advises on the negotiation of deals with clients and lead the internal account management team to enable conclusion of services deals.
Advises on the knowledge base of company’s solutions and services by sharing best practices, industry and technology trends with internal stakeholders and clients.
Leads on regional reporting cadence as it relates to regional performance and major deal reviews.
Knowledge and Attributes:
Excellent understanding of cybersecurity concepts, including different types of threats, attack vectors, and common security vulnerabilities
Familiarity with a wide range of security solutions
Excellent knowledge of best practices for securing networks and systems, including secure network architecture, access controls, and authentication mechanisms
Excellent understanding of and the ability to position company's services offerings that may span multiple technology domains across Managed Services, Support Services, Consulting Services and Technical Services
Significant understanding of platform delivered services and how to articulate the value of standardized, centralized and optimized services.
Conversant with a business outcome led approach to sales.
Significant understanding of broader IT infrastructure components, such as servers, storage, virtualization, and DATA centers.
Significant understanding of financial statements and metrics, including revenue, expense control, and growth relative to market in order to hold strategic client conversations.
Have the legal knowledge to discuss contracting with the client and understand how to position terms as a value exchange.
Client-centricity coupled with problem solving.
Significant business acumen and negotiation skills to craft solutions that are beneficial to the company and the client.
Excellent ability to pro-actively and independently identify and qualify opportunities, an entrepreneurial mindset if key.
Natural team player – ability to coordinate and liaise with delivery teams across multiple business areas.
Quick learner to understand any new solutions that are ready to take to market.
Academic Qualifications and Certifications:
Bachelor's degree or equivalent in a Technical or Sales field or related.
Certifications such as Scotworks and Solution selling is desired.
Solution Selling/SPIN certifications is desired.
Desired technology certifications include AWS Cloud Practitioner Essentials Training, MS Azure Fundamentals Training or latest equivalent
Required experience:
8+ years in a similar position with extensive security and sales experience.
Impressive track record of managed services solutions to large enterprise accounts.
Significant demonstrated experience selling complex solutions and services to the C-suite in large enterprise accounts.
Significant demonstrated experience structuring large, multi-year profitable contracts.
Significant demonstrated ability building strong relationships with clients across all levels; but especially the C-suite.
Significant demonstrated experience of networking with senior internal and external people in the specialist area of expertise.
Significant demonstrated experience in managing the entire sales process, contracting process and legal implications of a deal.
Workplace type:
Remote working with travel based on business needs up to 80% to client sites, industry functions, and/or internal meetings.
Why NTT DATA in 2026?
NTT DATA provides a reasonable range of compensation for U.S.-based positions. The starting pay range for this remote role is $115K-213K. This range reflects the minimum and maximum target compensation for the position across all US locations. Actual compensation will depend on a number of factors, including the candidate’s actual work location, relevant experience, technical skills, and other qualifications. This position may also be eligible for incentive compensation based on individual and/or company performance.
This position is eligible for company benefits including medical, dental, and vision insurance with an employer contribution, flexible spending or health savings account, life and AD&D insurance, short and long term disability coverage, paid time off, employee assistance, participation in a 401k program with company match, and additional voluntary or legally-required benefits.
