Senior Sales Engineering Specialist

Job Description

About the role

The primary objectives of the role are to advise clients on BT’s security capabilities, gather client requirements for security opportunities, lead the architectural design, and support the sales team as a security subject matter expert during the bid process. BT’s security practice includes a combination of:

• Infrastructure security (firewalls, SSE, NAC etc…),
• cyber security services (Cyber SOC/SIEM, threat intelligence, security analytics, incident response, etc),
• security analysis tools (firewall policy analysis, vulnerability management, risk and posture management etc),
• cloud security, and
• pure professional services (design, advisory and consultancy).

Candidates are required to have a broad experience in infrastructure security and cyber security, with a specialty in one or more areas mentioned above. Candidates are also required to present themselves professionally in person and in writing, as well as have a good understanding of the commercial process.

Purpose of the role

The role holder is responsible for scoping, architecting and proposing solutions for Cyber Security products and services. He/she works as a key member of an account team to identify, design, and sell BT cyber security products and services while providing a cost effective solution that satisfies the customer requirements. He/she acts as the lead Pre-Sales Engineer during the complete sales process in selling and defending a standard or bespoke security solution of significant value to a customer.

The role holder may also play a key part in BT wide professional communities and will participate in knowledge sharing with the product, delivery and other sales teams.

Key responsibilities

• To architect multi-products security solutions that answer customer requirements (pre-sales)
• To act as an SME on various security technologies
• To understand and clearly present to customers BT’s portfolio of Managed Security services
• To respond to RFI/RFPs alongside wider bid team and own the overall security solution (technology and services) proposed to the customer
• To accompany sales executives and security sales specialists on visits to customers.
• To present to senior management level.
• To operate on a multi-product and multiple customer basis.
• To be accountable for definition and documentation of specific solutions to achieve business objectives and benefits realisation.
• Based on in-depth knowledge of specific technology/industry, play a key role in analysis to support the formulation of security strategy, evolution plans or identification of bespoke or customised off-the-shelf applications/solutions in their area of expertise.
• To personally participate in and contribute to BT wide professional community activities where applicable e.g. knowledge sharing, best practice within BT and external industry

Key technologies

• Microsoft Sentinel, Securonix, Splunk
• Zscaler, Netskope, Palo Alto, Check point, Cisco, Fortinet
• Crowd Strike, Microsoft Defender, Sentinel One
• Illumio, Akamai
• Arbor, Imperva
• Skybox, Algosec
• Threat Intelligence & TIP (e.g. Anomali, Recorded Future)

Authority / Decision-making

• Works with a high level of autonomy, seeking appropriate assistance where necessary.
• Able to engage at senior management level both internally and externally to within well-defined limits of delegation.
• Typically will not close a sale on his/her own but will work with both Account Executive as well as Security Sales Specialists to qualify, propose, design and sell appropriate solutions.
• Has defined authority and responsibility for a significant area of work, including technical and quality aspects.
• Establishes functional objectives and delegates assignments.
• Accountable for actions and decisions taken by self and members of team.

Qualification

• Relevant professional experience (6 years min.)
• Relevant business/professional qualification (e.g. CISSP), or equivalent job experience.
• Relevant, contemporary and industry recognised qualifications where appropriate.
• Relevant Degree qualification (typically engineering/science) or equivalent.

Skills / experience

• Good sales, interpersonal and analytical skills.
• Ability to provide specialised technical support in one or more areas and to proactively share knowledge and learning with the virtual team.
• Recognised as an expert in field.
• Relevant experience in Mining/Oil/Gas industries and with securing OT environments.
• Good understanding of ICS/Scada environments and security challenges of OT networks.
• Ability to adapt to constantly evolving security market and develop appropriate vision around latest security technologies and trends (e.g. security in the cloud, cyber security analytics on big-data platforms)
• Good understanding of tools and processes involved in performing Cyber Security Analytics (including normalisation, correlation, enrichment and alerting), Advanced Threat Monitoring and Incident Response
• Shares expertise with colleagues and others.
• Is a lead contributor individually and as a team member.
• Applies knowledge/skills through handling complex problems and/or co-ordinating work which may extend beyond own area of expertise.
• Anticipates client needs, investigates the underlying causes and identifies short and long term solutions.
• Generates new and innovative solutions to complex problems.
• Explains/presents highly complex ideas, anticipates potential objections and prepares case accordingly.
• Able to influence at a senior level

About us

BT is part of BT Group, along with EE, Openreach, and Plusnet.

Millions of people rely on us every day to help them live their lives, power their businesses, and keep their public services running. We connect friends to family, clients to colleagues, people to possibilities. We keep the wheels of business spinning, and the emergency services responding.

We value diversity and celebrate difference. ‘We embed diversity and inclusion into everything that we do. It’s fundamental to our purpose: we connect for good.’

We all stick to the same values: Personal, Simple, and Brilliant. From day one, you’ll get stuck in to tough challenges, pitch in with ideas, make things happen. But you won’t be alone: we’ll be there with help and support, learning and development.

This is your chance to make a real difference to the world: to be part of the digital transformation of countless lives and businesses. Grab it.

A FEW POINTS TO NOTE:

Although these roles are listed as full-time, if you’re a job share partnership, work reduced hours, or any other way of working flexibly, please still get in touch.

DON'T MEET EVERY SINGLE REQUIREMENT?

Studies have shown that women and people who are disabled, LGBTQ+, neurodiverse or from ethnic minority backgrounds are less likely to apply for jobs unless they meet every single qualification and criteria. We're committed to building a diverse, inclusive, and authentic workplace where everyone can be their best, so if you're excited about this role but your past experience doesn't align perfectly with every requirement on the Job Description, please apply anyway - you may just be the right candidate for this or other roles in our wider team.