ACCOUNT DIRECTOR II

Australia

About Lumen

Lumen connects the world. We are igniting business growth by connecting people, data and applications – quickly, securely, and effortlessly. Together, we are building a culture and company from the people up – committed to teamwork, trust and transparency. People power progress.

Lumen’s commitment to workplace inclusion and employee support shines bright. We’ve made the Newsweek 2024 Greatest Workplaces for Diversity list and achieved a perfect score of 100 on the Human Rights Campaign Corporate Equality Index (CEI) for the fifth consecutive year. Plus, we’re the top employer in the communications and telecom industry, ranking 12th overall across all industries in The American Opportunity Index.

We’re looking for top-tier talent and offer the flexibility you need to thrive and deliver lasting impact. Join us as we digitally connect the world and shape the future.

The Role This is a senior & key position within the sales team who will be instrumental in refining and implementing a successful sales strategy to accelerate sales of our Managed Security Services beginning with the ANZ market. The successful candidate will already have strong relationships with key security decision makers in the market which we can leverage to accelerate our sales in this area. He/She will also be able to develop and hold strong relationships with key security decision makers in the market and influence them to consider Lumen MSS solutions for their business needs .

The Main Responsibilities Develops and manages relationships with customers HQ and/or decision making executives in ANZ market. Develops action plans to cross-sell and up-sell accounts to increase overall total customer spend with the company.

Identifying and winning NEW high value and strategic enterprise customers to achieve targets

Independently execute consultative selling with prospects to identify their gaps and problem statement, strategize with their stakeholders, derive a fit-for-purpose proposition, bids on, negotiates, and closes new sales opportunities in order to meet and exceed established sales and revenue quotas. Provides comprehensive account plans and strategies to win new business from new accounts.

Demonstrates knowledge of the company’s entire security services offerings especially in Managed Security Services (MSS) and Professional Security Services.

Provides accurate and detailed weekly/monthly forecast funnel of identified and proposed opportunities in order to meet or exceed sales quota requirements.

Provides input to sales management about trends and changes taking place within the customer’s organization and makes recommendations about future courses of action necessary of the company towards improving its position with the customer.

Collaborate closely with the Security Practice in Product Management & Practices team to ensure alignment in our narratives, solutions and portfolio strategy.

What We Look For in a Candidate Experience 7+ years sales experience in Security Services, preferably with Managed Security Services (MSS) and/or Professional Security Services.

Strategic mindset with excellent business acumen and cybersecurity foundation

Good understanding of Mitre ATT&CK framework, Threat hunting, MAS TRM, NIST and other cybersecurity standards and frameworks.

Good understanding of Australian data privacy act and obligations under APP 1 and 11, CPS234, CPS230, Essential Eight, obligations for reporting cyber incidents to authorities and others.

Ability to prioritize with good time management skills.

To establish a sales portfolio plan that set-out the strategy to achieve your key performance metrics and build a sustainable pipeline over the next 12-24 months. To develop and maintain in depth knowledge of the Prospects business and technology environment and drivers, relevant for the application of network IT services.

Excellent network and access to CSOs / CISOs communities

Ability to open doors with Senior Executives/CXO in the ANZ market

Applying business and commercial fundamentals and success criteria to inform planning and decision making.

Experience with Salesforce.com preferred. Demonstrated strong communication, written, and formal presentation skills as well as proficiency in selling to the close.

Self-motivated, pro-active, results-oriented professional with an ability to work with minimum direction.

Proficient in MS office products: Outlook, Word, Excel, and PowerPoint.

Compensation What to Expect Next Requisition #: 333036

Background Screening

If you are selected for a position, there will be a background screen, which may include checks for criminal records and/or motor vehicle reports and/or drug screening, depending on the position requirements. For more information on these checks, please refer to the Post Offer section of our FAQ page . Job-related concerns identified during the background screening may disqualify you from the new position or your current role. Background results will be evaluated on a case-by-case basis.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Equal Employment Opportunities

We are committed to providing equal employment opportunities to all persons regardless of race, color, ancestry, citizenship, national origin, religion, veteran status, disability, genetic characteristic or information, age, gender, sexual orientation, gender identity, gender expression, marital status, family status, pregnancy, or other legally protected status (collectively, “protected statuses”). We do not tolerate unlawful discrimination in any employment decisions, including recruiting, hiring, compensation, promotion, benefits, discipline, termination, job assignments or training.

Disclaimer

The job responsibilities described above indicate the general nature and level of work performed by employees within this classification. It is not intended to include a comprehensive inventory of all duties and responsibilities for this job. Job duties and responsibilities are subject to change based on evolving business needs and conditions.

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