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SECURITYFOCUS JOBS - NEW OPPORTUNITY
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JOB DESCRIPTION
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Position: Security Consultant
Location: Boston, Massachusetts, United States
Type: Permanent F/T
Closing Date: 2006-03-18
Job Description:
The Client Services Manager (CSM) is a successful consulting sales professional
with an enterprise software and management consulting background. The CSM
serves an “overlay” consulting account manager, who partners with the
Symantec corporate sales executives and/or channel partners to serve clients.
The CSM serves several key consulting functions:
• BUSINESS DEVELOPMENT: To work with clients, corporate sales,
and/or Symantec partners to analyze client needs and build pipeline within an
assigned territory.
• SALES: To work with clients, corporate sales, and/or Symantec
partners to propose and close consulting either attached to Symantec license
deals, or as stand-alone services, all of which can be sold directly to end
customers or indirectly through channel partners.
• CONSULTING ACCOUNT MANAGEMENT: To support the consulting
delivery organization by providing part time account oversight, or
“engagement management”; for example, assisting in provisioning
resources, ensuring client satisfaction, and meeting or exceeding project
financial goals.
• PRACTICE DEVELOPMENT & SERVICES MARKETING: To provide
“field input” to consulting practice managers, product managers, and
marketing in developing differentiated consulting offerings that address
critical client needs.
Essentially, the CSM acts as a client “partner” - the “trusted
advisor” - for clients and sales partners regarding Symantec consulting.
The CSM is a consultative sales professional who can ask the right questions to
determine key client requirements to build credibility and follows up by
proposing the right solution. The CSM is a polished client-facing professional
who will have instant credibility with other Symantec and partner sales teams.
The CSM has a track record for consistently developing strong client and
partner relationships to meet or exceed assigned quotas.
The CSM typically sells to middle IT management but can address CIOs/CTOs as
well. This consulting professional will skillfully partner with consulting
delivery, other Symantec sales teams, alliance partners, and clients to
develop, qualify, pursue, and close consulting opportunities of various sizes
and levels of complexity related to the Veritas product suite. The CSM is a
charismatic, self-driven and entrepreneurial leader who will run his or her
territory like one’s own business with minimal supervision but also knows
how to leverage resources efficiently at the right place and at the right time.
The CSM will play a strategic role in Symantec consulting to support the
company’s rapid growth and “solution selling” strategy.
Expertise and specializations:
There are two functional types of CSMs:
(1) One who is focused primarily on security consulting
(2) One who is focused primarily on storage and availability consulting
However, cross-selling and lead-sharing between these functions is part of the
business model.
The Storage & Availability CSM:
The CSM has deep software consulting and consulting sales experience with the
Veritas product suite or similar technologies and management consulting related
to data storage, high availability, application performance management, and/or
IT infrastructure management, e.g. EMC, IBM, HP, Mercury Interactive, CA. In
most cases, the CSM has also been a software project manager and implementation
consultant before entering into a sales function, and therefore has a
fundamental understanding of software implementations, writing statements or
work, and project planning.
The Security CSM:
The security CSM has deep software consulting and consulting sales experience
with the Symantec security products or similar technologies and management
consulting related to security, e.g. @Stake, Neohapsis for advisory services.
In most cases, the CSM has also been a security advisory services (or
management consultant), software project manager and implementation consultant
before entering into a sales function, and therefore has a fundamental
understanding of software implementations, writing statements or work, and
project planning. The CSM will play a strategic role in Symantec consulting to
support the company’s rapid growth and “solution selling”
strategy.
JOB REQUIREMENTS
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Required Skills and Profile of Candidate:
• Strongly prefer 2 – 3 + yrs of selling SYMANTEC related
consulting services for either security or storage/high availability
• Minimum 3 – 4 + years in software consulting sales and/or
business development role with a track record of consistently meeting or
exceeding multi-million dollar annual quotas
• Strongly prefer 5 – 8 + years as a software implementation
project manager and/or delivery consultant supporting enterprise
implementations
• Demonstrated ability to develop business and sell by teaming
with license sales and alliance partners
• Deep expertise on developing consulting proposals related to
software implementations and advisory services
• Deep expertise in writing presenting, negotiating consulting
contracts and statements of work (SOWs) related to software implementations and
advisory services
• Possesses excellent business skills and can position, develop,
and sell “solutions” which solve specific client business problems
• Strong client account management skills
• Excellent oral and written communication skills
• Excellent time management, scheduling, and organizing skills
• High energy, enthusiasm, and passion for the business
• Proficient in proposal development, contract negotiation, and
sales methodology (sales process)
• BS/BA in business, engineering, or MIS related field preferred
but not required
• Professional sales training in strategic selling, opportunity
management, account planning, territory planning, negotiation, and pricing is
highly desired
• Preferred but not required: Training/certification in
software/IT project management, e.g. PMI certification
Preferred Background:
• Consulting business development or sales representative /
manager for a security or storage & high availability software company
• Consulting business development or sales representative /
manager for an IT consulting company implementing security, storage, or high
availability services similar to SYMANTEC
Ideal candidate:
• Consulting Service Manager (or equivalent sales/business
development manager) working for a SYMANTEC partner or competitor, who
understands SYMANTEC’s space / tech, has consistently met or exceeded
quotas, and is looking for a change. This CSM wants to make a big impact in a
fast growing software company significantly growing out its consulting business
offering tremendous personal and professional opportunities.
CONTACT
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Please send your resume to april_stewart@symantec.com
Symantec Corporation
April Stewart
april_stewart@symantec.com
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SECURITYFOCUS JOBS
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