The purpose of this job is to identify new IT security opportunities as well as to maintain and grow existing accounts. It is a dual pre and post sales role and includes security services to our outsource customers.
Main Responsibilities / Tasks
Maximising sales through Pre-Sales engagement
• Assist and guide customers with the identification of key requirements around a specific technological domain
• Help potential customers understand, compare, and contrast the solutions that are available for buying
• Providing pre-sales support for new and existing customers
• Provide exemplary pre-sales technical expertise through technical and product presentations, demonstrations, pilot implementations, and on-going technical consultation
• Coordinates closely with relevant stakeholders to align solution design with customers’ business requirements
• Proactively scopes the technical solution required to address customer requirements, assesses customers’ met
and unmet needs, and recommends solutions that optimize value for both the customer and The Client
• Secures input from all necessary solution stakeholders within the customer. Adapts solutions, as necessary, to ensure appropriate support.
• Secures from customer the technical staff commitments needed to ensure a deal’s “technical close.”
Quality Customer Engagement
• Deliver high quality proof of concepts and evaluations, when required, based on customer requirements
• Establish and maintain a good relationship with customers
• Deliver a high quality presentation of a technical nature to customers focused on the superiority and effectiveness of the respective solution while showcasing The Clients ability to deliver
• Providing the most effective solution to customer
• Maintain high customer satisfaction ratings that meet company standards
Inbound Business Development
• Respond to all sales requests in a timeous fashion within 24 hours from initial contact
• Understanding customers’ needs and communicate procurement process
• Facilitate needs analysis and quoting through extended Technologies, Services and Consulting teams
• Facilitate and source relevant sales quotes from vendors and distributors
• Draft clear, unambiguous and quality proposals
• Consistently provide potential or new customers with any updates relating to their business
• Cross-selling and up-selling services and solutions to existing accounts to increase revenue and customer retention
Providing Onsite or Remote Support
• Troubleshoot problems with implementation, to help ensure that the solutions work successfully once the buying decision has been made
• Provide onsite or remote support when required
• Adhere to vendor and industry best practices and deliver accordingly
• Ensure that all customer processes are followed and adhered to
• When required, deliver successful implementations and installations to customers
• When required, provide training and guidance to customer personnel and resources on technical functionality
• Provide technical expertise and advice to customer
• Ensure that all scopes and agreed deliverables are met
• When required, provide the customer with a quality, detail orientated ‘as build’ document
3. KPA and KPI Definition
No Job Objectives (KPA) KPA Weight % KPI’s KPI Weight %
1 Human Capital 20% Keep up to date with latest technology and IT trends 20
To ensure continuous employee performance and continuous development in terms of agreed knowledge, skills and performance expectations for all applicable internal and external customer contracts and organizational requirements. Complete and abide by own training and development objectives as per agreed timelines in the individual development plan including active knowledge transfer 20
Effective timekeeping and accurately capturing hours in 20
To adhere to Altron and customer's code of conduct, policies and procedures 20
To ensure that the employee keeps to the work schedule and any deviation must be communicated verbally within a reasonable timeframe to allow for alternative arrangement to be made by the Service Delivery Manager 20
2 Customer 30% Provide pre-sales technical expertise through technical and product presentations, demonstrations, pilot implementations, and on-going technical consultation 15
To co-ordinate, control and facilitate all allocated internal and external customer contractual requirements. To liaise with internal and external clients, vendors and management to ensure compliance with customer SLA and business requirements. 15
To take responsibility/ownership of individual calls/problems/requests assigned to individual and resolve them within required SLA 20
Build closer working technology relationships with Client and Vendors for POC & RFI requests 20
To ensure preventative maintenance tasks are performed as specified in the task / maintenance schedule. 10
Provide regular technology update sessions to Customer and Internal Teams and identify improvements on an on-going basis 20
3 Finance 20% To research and propose revenue producing prospects and projects to management 50
To create, publish and ensure adherence to all financial requirements of assigned customers, teams and projects. Engage with Account Managers on presales opportunities for all IT security opportunities 50
4 Quality & Process 30% Respond to all sales requests in a timeous fashion in line with agreed timelines 20
To ensure that the quality
and processes of internal
and external customers are
adhered to as specified in
the companies policies and
procedures and in
alignment to the relevant
agreed contractual
expectations. Accurately scopes the technical solution required to address customer requirements 30
To ensure compliance with internal and external client's safety and security regulations as well as Occupational Health and Safety Act requirements 10
To ensure that both Altron and Clients IT best practice, policies, procedures and standards are adhered to by completing and updating the required task lists, checklists and documentation per call/task. 20
Submit monthly reports and/or feedback to reports timeously and accurately. 20
4. Summary of Job Description
Formal Qualifications Required Essential / Desirable
Grade 12 Essential
Diploma in Information Technology Desirable
Vendor certifications (Qualys, Forcepoint, McAfee & Checkpoint) Desirable
Certifications in other vendor products Desirable
N+, A+ and S+ Desirable
Job Related Experience Required Time Span Essential / Desirable
Information Security Industry 2 years Essential
Information Technology 5 years Essential
Qualys, Forcepoint, McAfee & Checkpoint 1 year Essential
Job Related Knowledge Required Essential / Desirable
Knowledge in Microsoft Office Suite Essential
Product/vendor Knowledge Essential
Technical Acumen Essential
Sales Processes Essential
Business and Financial Acumen Essential
Knowledge of Information Security Industry Essential