Cyber Security Sales Executive

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July 20

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Telefónica Tech

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Cybersecurity • Cloud • Artificial Intelligence

Telefónica Tech is a leading company providing comprehensive digital transformation solutions. They offer a range of services including Data & AI, Cyber Security, Cloud, Business Applications, and Modern Workplace solutions. Telefónica Tech works with industries such as Public Sector, Healthcare, Financial Services, Insurance, Manufacturing, and Retail to enhance their digital capabilities and ensure efficient, secure, and innovative operations. The company is committed to corporate social responsibility and employs advanced technology to support resilient, scalable, and secure digital solutions for its clients.

1001 - 5000 employees

🔒 Cybersecurity

🤖 Artificial Intelligence

📋 Description

• Define and execute a focused territory plan: selecting high-potential accounts based on fit, strategy, and win potential. • Target 10 to 15 enterprise accounts: building deep account plans using value pyramids, strategic initiative mapping, and persona-specific value hypotheses. • Generate and shape new pipeline: focused on Telefónica Tech’s Managed Security Services and Professional Services portfolio. • Use outbound engagement, vendor collaboration, and insight-led campaigns based on real customer problems and business impact. • Own the full sales cycle from prospecting to close: lead discovery, qualification, business case creation, stakeholder alignment, and negotiation. • Work cross-functionally where it adds value: You’ll partner with internal teams including presales, delivery, product, and Telefónica Tech Spain. You’ll also collaborate with generalist sales colleagues to align on account strategy , but always own the opportunity and outcome. • Build trust across the business: through integrity, reliability, and collaboration. You will contribute to a culture of transparency and shared success. • Leverage vendor partners and internal experts from Telefónica Tech Spain: to enhance credibility, unlock access, and support execution in strategic accounts. • Qualify opportunities with discipline and care: You will know when to walk away from deals that lack urgency, access, clear metrics, or committed champions. • Build and coach champions: who will advocate internally and collaborate on value definition and business justification. • Forecast with accuracy: based on inspection, not optimism. • Contribute to team success: by sharing insights, refining plays, and helping to raise the bar for what good looks like.

🎯 Requirements

• Structured territory planning: You’ve built territory plans from scratch, not inherited them. You understand how to assess the market, prioritise accounts, and track execution. • Strategic account focus: You’ve worked a defined set of 10 to 15 named enterprise accounts. For each, you’ve: • - Identified C-level strategic priorities • - Mapped them to specific projects • - Aligned them to value your company could deliver • - Mapped and engaged stakeholders with tailored hypotheses • Disciplined qualification: You consistently disqualify early when opportunities don’t meet your standards. You’ve walked away from deals lacking urgency, access, metrics, or champions. You use MEDDICC or a similar framework as a way of thinking, not just a checklist. • Enterprise deal leadership: You’ve closed multiple complex enterprise deals in the £500K to £5M TCV range, involving multiple stakeholders, long sales cycles, and detailed commercial and legal negotiation. • Process-driven and coachable: You follow a clear sales process, improve it continuously, and reflect on what works for you and why. • Experience in MSSP or cybersecurity professional services: This is a plus, but not required. What matters most is your ability to understand complex problems, build compelling value, and sell to enterprise stakeholders with structure and discipline.