Sales Specialist

GENERAL DETAILS

Job Title: Cyber Security Sales Specialist

Department/ Function: Sales Specialists

Work Location: Reading/Hybrid

KEY ACCOUNTABILITIES / ROLE PURPOSE

To build strategic relationships with new and existing customers, creating incremental sales by advocating for Ultima’s customer portfolio. Solution Specialists work collaboratively with the account team and are responsible for the business opportunity until it is contracted, ensuring a smooth transition into delivery/transaction.

You are excited by the opportunity to add value to the customer and are keen to share relevant insights and knowledge so the customer wants to meet with you. You build strong rapport by consulting with the customer to understand what their objectives are and then by delivering on these requirements.

MAIN DUTIES AND RESPONSIBILITES

Specific, measurable, attainable, realistic & time bound objectives against which the incumbent’s performance will be assessed.

• Sales Cycle Management: Oversee key aspects of the sales cycle, from customer engagement through to deal closure and handover to delivery.
• Achieve Targets: Meet or exceed annual gross margin targets as set by Ultima at the beginning of the financial year.
• Pipeline Management: Develop and maintain a robust and accurate pipeline within Ultima’s CRM system (D365) working in collaboration with Ultima’s Sales Teams, sufficiently to achieve or exceed target.
• Territory Planning: Create and execute a Territory Plan that maximises returns from customers and identifies product and solution whitespace in your territory.
• Vendor Relationships: Cultivate strong relationships with relevant vendors and vendor management teams to create co-sell opportunities and drive vendor-generated pass-through deals.
• Revenue Recognition: Maximise revenue recognition by constructing optimal commercial terms
• Market Insight: Understand the competitive landscape and position Ultima to win by emphasising our differentiators.
• Product/Service Evolution: Contribute to the development of product and service roadmaps by identifying repeatable customer challenges that can be profitably addressed.
• Cross-Selling: Demonstrate working knowledge of other Ultima products and services to support the generation of collaborative pipeline for other divisions.

ESSENTIAL KNOWLEDGE, SKILLS & EXPERIENCE

• Experience of selling Cyber Security Solutions.
• Background in working with both commercial and public sector customers.
• Proficient in engaging with key solution vendors and ISVs.
• Knowledge of purchasing and budgeting processes to drive the sales process.
• Ability to communicate compelling responses to customer challenges both verbally and in writing.
• Possess a systematic approach to building, expanding, and deepening customer relationships.
• Ability to manage multiple priorities and meet deadlines.
• Organisational and time management skills.
• Vendor aligned certifications to demonstrate vendor knowledge and engagement.

DESIRED KNOWLEDGE, SKILLS & EXPERIENCE

• Existing knowledge of the Cyber Security market including areas such as: Endpoint, Email, Identity, Cloud, Networking & Network Security.
• Vendors to include: Cisco, Mimecast, Crowdstrike, Delinea, Netskope, Palo Alto Networks, Proofpoint, Microsoft, Checkpoint, Tenable, Sophos, Trend Micro.
• Experience of solution selling including Professional Services & Managed Services.

What You’ll Get in Return

• Flexible Hybrid Working - Whether it's part-time, compressed hours or term-time only, let’s have a conversation.
• Competitive salary and performance-based incentives.
• Time Off That Works for You – Up to 25 days holiday (plus bank holidays), your birthday off, extra time at Christmas, and the option to buy more days.
• Enhanced family leave to support you through life’s big moments.
• Giving Back – Two paid volunteering days per year and a charity donation on your behalf.
• Long Service Celebrations – Because loyalty should be celebrated – with vouchers, meals, and extra holiday.

Our Commitment to You

We’re proud to be an equal opportunity, Disability Confident employer. At Ultima, we celebrate our differences and strive to build an environment where everyone feels respected, valued, and able to succeed.

Not sure you meet every single requirement?

Research shows that people from underrepresented groups may be less likely to apply unless they meet every qualification. At Ultima, we’re committed to building a diverse and inclusive workplace, so even if your experience doesn’t align perfectly, we encourage you to apply. You might be exactly who we’re looking for.

Apply now, or reach out to our Talent team if you have any questions. We’re always happy to chat about how we can make work, work for you.