Senior Security Sales Engineer

BT (Melbourne VIC, Australia) 16 days ago

Job function: Sales Engineering

Main location: Australasia-Australia-Victoria-Melbourne

Other Locations:

Schedule: Full-time

Working pattern: Standard


Closing date: Ongoing

Our mission is to break down the barriers of today to release the potential of tomorrow. Join us today and release yours.

About this 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, cloud proxies, etc),
  • cyber security services (advanced threat monitoring, security analytics, incident response, etc),
  • security analysis tools (firewall policy analysis, vulnerability detection, etc), 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.

You'll have the following responsibilities

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 be asked to contribute to the formulation of network, technology, systems and information strategy plans. The role holder should leverage the experience of the relevant BT wide professional communities to discharge these responsibilities, thus ensuring knowledge sharing extends beyond the functional boundary of the role. The role holder may also play a key part in those BT wide professional communities.

Key Responsibilities:

  • 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.

  • To perform analysis, feasibility and strategic fit of high level projects e.g. evolution plans, new network & technology propositions and complex distributed systems, for specific networks/technologies/systems, to deliver revenue or cost reduction targets.

  • Based on in-depth knowledge of specific technology/industry, play a key role in analysis to support the formulation of ICT strategy, evolution plans or identification of bespoke or customised off-the-shelf applications/solutions in their area of expertise.

  • Maintains an oversight of key technology transformation programmes in specific area of expertise, monitoring performance against business objectives, scorecard and responding and recommending actions to trends and taking executive action.

  • 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:

  • Check point, Cisco, Juniper, Fortinet, Palo Alto Networks,
  • Splunk, QRadar, McAfee, LogRythm, RSA, Elastic, Microsoft Sentinel
  • F5, BlueCoat, Zscaler
  • Akamai, Arbor, Imperva
  • Algosec, Skybox
  • Big Data platforms (e.g. Hadoop/Cloudera, Elastic) applied to Cyber Security Analytics
  • Threat Intelligence (ThreatConnect, Anomali, iSight Partners)
  • FireEye/Mandiant
  • CASB (e.g. Netskope, Symantec, McAfee)
  • Crowd Strike, Carbon Black, Tanium, Microsoft
  • Illumio
  • Okta

    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, financial and quality aspects.

    • Establishes functional objectives and delegates assignments.

    • Accountable for actions and decisions taken by self and members of team.

    • Budget responsibility varies depending on the lines of business and programme delivery responsibility.

    You'll have the following skills & experience


    • 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.

    • Relevant professional 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.

    • Requires an in-depth understanding of how own expertise contributes to the objectives of the business, backed by a very good working knowledge of the industry.

    • 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.

    • Anticipates patterns and links, looks beyond the immediate problem to the wider implications.

    • 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.

    • Has a comprehensive understanding of professional communities relevant to the LOB and uses the PC development framework to maximise the potential of themselves, their team and the wider BT team.

    About BT

    BT has a key role in British society, fostering change and leading technology innovation. From delivering the Olympics, to supporting the emergency services, to investing more into research than any other UK technology company, we take pride in everything we do - and in the people who work here.

    We're now a global company operating at the forefront of the information age, employing 90,000 people in 180 countries. And we're on a mission. Guided by our core values of Personal, Simple and Brilliant our goal is to help customers, communities and businesses overcome barriers and release their potential.

    So, if you're interested in the power of potential, why not join us today and release yours? You can read more here about what it's like to work at BT

    How to Apply

    It's easy to apply online; you just need a copy of your up-to-date CV and to follow the step-by step process. Don't worry if you need to make changes - you'll have the opportunity to review and edit your work on the final page. We look forward to receiving your application!


    Senior Security Sales Engineer

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