This is a techno-commercial role is responsible for developing new business, driving the adoption, increasing sales and revenue growth of Managed Network and Security services including Managed LAN/WLAN/SD-WAN, Managed NOC, as well as Managed FW/IPS/WAF/ EDR/DDoS Mitigation/XDR/SIEM/DLP/DB Security/DLP/Vulnerability Management/Security Threat Intelligence Services/Digital Forensics and Incident Response and other Managed Security Services under Managed SOC proposition and its MSSP product portfolio.

Responsibilities:

• Identify current and future customer requirements by establishing personal rapport with potential and actual customers and other stakeholders in a position to understand service requirements and create corresponding Managed Network and Security offers to these requirements.
• Create go-to-market strategies for Qatar market to sell Managed Network and Security Services.
• Maintain extensive knowledge of the Network & Security Services industry and of the current market conditions in Qatar.
• Understand key areas of Managed Network and Security business, that need to be included in sales pitches with key differentiators.
• Understand key competitors and actively seek information and intelligence on their solutions and services.
• Develop key customer target lists with the aim of securing revenue and sales.
• Review and respond to customers RFPs/tenders and provide techno-commercial proposal inputs to the bid team.
• Provide technical, pre-sales support to customers
• Provide product and service technical and engineering information by answering questions and delivering client-facing product demonstrations and proof-of-concepts.
• Work with pricing team to ensure all the required information is captured to price and seek relevant approvals before any quote or bid submission.
• Provide weekly and monthly reports to the Head of Managed Services and monthly sales forecasts to the relevant Business Units.
• Ensure a healthy pipeline that is significantly higher in revenue that the sales targets.
• Achieve / exceed aggressive sales targets.
• Approach and attract new customers by targeting key decision makers and arranging meetings to pitch Managed Network and Security services.
• Work with internal stakeholders (e.g. Operations, Delivery and Assurance teams, Solution Architects, Contract Management, Legal) and external stakeholders (vendors, partners) to create techno-commercial proposals for Managed Network and Security Services that meet customers’ needs.
• Identifying and researching opportunities that arise in new/ existing markets.
• Prepare and deliver techno-commercial pitches and presentations to potential new customers.
• Develop good positive partnerships with current and potential customers and act as the primary Point of Contact along with the assigned account manager for all sales related queries.
• Oversee the entire contract negotiations between customer, Legal and Commercial, providing input to support internal decisions.
• Strictly adhere to the order validation process.
• Follow-up on customer billing and vendor/partner payments.
• Cross sell other services that can provide to customers.

Qualifications

• Bachelor’s degree in computer science or engineering.
• Technical certifications for Network and Security technologies are a plus.
• 10+ years of experience, 5+ years in Cybersecurity and Network Security

Skills

• A strong technical and commercial understanding of Managed Security Services Providers (MSSP) propositions and Network-as-a-Services (NaaS) offerings including:
• Managed LAN/WLAN/SD-WAN
• Managed Network Operations Center (NOC) / NOC-as-Service
• Managed FW/IPS/WAF/ EDR/DDoS Mitigation/XDR/SIEM/DLP/DB Security/DLP/Vulnerability Management/Security Threat Intelligence Services/Digital Forensics and Incident Response
• Managed SOC
• Managed Cloud Security / Managed IoT Security
• Solid understanding of Service Management concepts and practices and SLA Management. Service Credit claim management
• Expertise and experience in working across large scale IT Infrastructure projects in Designing, Implementing, Service Delivery and Project Management
• Solid understanding of WAN/LAN/Cloud/Security technologies.
• Experience with preparing BoQs for Network and Security appliances and licenses from major OEMs such as Cisco, HPE, Palo Alto, Fortinet, and Huawei.
• Solid financial understanding and experience preparing complex commercials/pricing, and business case development for Managed Network and Security solutions/propositions.
• Project management skills
• Strong communication and presentation skills and fluent in English.
• Commercially/legally aware with the ability to negotiate pricing and contract terms and conditions
• Demonstrate the ability to think creatively and strategically.
• Excellent organizational skills with the ability to manage your own time and follow all processes.
• Self-motivated, resilient and target driven.
• The ability to develop strong internal relationships with internal teams and colleagues.
• Experience with preparing sales pitch presentations, techno-commercial solutions walkthroughs for key decision makers at the customer end, and executive summaries for bids and proposal
• Good understanding of proposal and bid management processes.
• Experienced with responding to complex customer tenders/RFPs for Managed Network and Security Services
• Consultive selling skills
• Comprehensive understanding of market trends, customer needs
• Experienced with sales pipeline reporting and management
• Understanding and knowledge of Qatar security laws and regulations
• Extensive experience with or exposure to Managed SOC operations and service design as well as SLA management for Managed Security Services
• Experience with global and local cyber security regulatory and industry compliance frameworks both (e.g. ISO 27001, SOC2, NIST, NIA, Qatar 2022 Cyber Security Framework, PCI-DSS, GDPR)