Cyber Security Presales Manager

Job content

Company Description

Job Title Cyber Security Presales Manager

Department Cyber Security Presales

Reporting to Head of Presales

No. staff Supervised 1

Location Home Worker / Any Daisy Office / National Travel

Hours of Work 37.5 per week

Purpose of Job / Company Values

The role will be responsible for leading Daisy’s Cyber Security Solutions Presales team across the UK. The team is ultimately responsible for the technical design of all Cyber Security systems, products and managed service solutions that Daisy offers from within our portfolio.

The position will lead a team of technical specialists who are at the forefront of existing and emerging technologies, promoting the value of Daisy Cyber Security solutions to both our prospective and existing clients. They will be expected to provide support to the Sales Teams delivering detailed technical and commercial support internally and externally.

In addition to managing the team, there are further key responsibilities; the first major area is the design, documentation and presentation of solution offerings, working with both the Sales and Delivery functions to ensure strong market and technical fit; the second is to contribute to maintaining high level vendor contacts for the maximisation of business opportunities. These include the following: Microsoft, Palo Alto, Cisco, Okta, Qualys and other vendors that Daisy chooses to add to the portfolio.

The role will work as a liaison between the Daisy Networking, Cloud, Business Continuity and Managed Services teams to ensure consistency of message and ensure Daisy’s ability to deliver integrated, high value solutions in multi-discipline bids. Through this cross-discipline approach, the identification of upsell and cross sell opportunities within the existing Daisy customer community is a key part of the role.

Additionally, input into PQQ, RFP, ITQ and ITT processes will be required of the successful candidate at the initial engagement and qualification stage, and thereafter, as required, input into contractual, commercial, and service definitions leading to contract signature may be required. This approach will ensure an end-to-end oversight of all Cyber Security related opportunities.

The ideal candidate will have outstanding interpersonal skills. They will be confident and able to present to and communicate with senior management and CXO stakeholders as well as technologists and can translate business needs into integrated Daisy solutions.

For clarity, because of the excellent technical knowledge and experience of the candidate, it is expected that they will continue to work on specific bids and opportunities, but with the broader remit of informing and contributing to the overall Cyber Security offering.

This role requires experience in a customer facing Pre-Sales, Solutions Architect or similar role within a Managed Services provider, Systems Integrator, Network Integrator, Service Provider or similar1

Job Description

Sales

• Work alongside the Sales and Sales Specialists teams to ensure all business opportunities are identified and maximised.
• Work alongside the respective Sales teams identifying the opportunities and strategic targets for obtaining the required order intake, ensuring support is provided.
• Ensure that effective resource is allocated to each sales opportunity once it has been identified and presented to the team, making sure that the resource is tracked and capacity/utilisation reports are provided to the Head of Pre Sales
• Ensure that the appropriate processes/procedures are followed and that all output from the team is correctly documented in a professional manner.
• Ensure that the team works within the agreed governance and sign on / sign off processes for solution and commercial alignment
  

Management

• Work with the Head of Presales to ensure that the team understands the key aspects of the sales process and their role within this process.
• Responsible for a team of Cyber Security Solutions staff located throughout the UK
• Manage, motivate and coach people to facilitate their development and effective performance as members of a motivated and empowered team. Provide constructive feedback informally on a regular basis to direct reports, reinforcing the business objectives.
• Motivate and train people, ensuring that product knowledge and skills are developed in line with business objectives and vision in the context of personal achievements.
• Ensure that good client relationships and Daisy's image are foremost in the attitude and activities of the team and make sure that the team has a strong commercial understanding.
• Conduct regular team member 121s, giving constructive feedback throughout the year on their performance against the targets.
• Provide regular management reports regarding progress and forecasts, additionally provide any specific reports as requested.
• Prepare content for the weekly team meetings when required and ensure actions are agreed at the end of each meeting.
  

Portfolio & Solutions

• Be an active participant in the Portfolio Steering and where possible generate content for Daisy to publish in the form of white papers or to enhance our client communication.
• Maintain a close working relationship with Daisy vendor partners.
• Complete partner requirements documents.
• Provide regular update training for the Sales and Presales teams.
• Assist in Development of case studies.
• Provide support to the Product and Commercial teams with development of the service descriptions and cost models.
• Observe and analyse competitor activities keeping informed of major activity or change.
  

Technical

• Attend customer meetings with salespeople to assist in qualifying opportunities and presenting the Daisy Managed Services proposition.
• Support the sales teams with managed Cyber Security solution and service design.
• Develop opportunities for project and consulting services.
• Assist in the production of bids, proposals and tender responses including solution design, solution pricing, and Partner engagement.
• Handover from sales to project services.

Qualifications

The Presales Manager will have experience of designing complex multi-vendor solutions and ideally have at least 5 years’ experience in a similar role. They should have a good all-round understanding of cyber security solutions with a focus on keeping abreast of the current threat landscape, Daisy's cyber security products and services (including design, delivery, support and managed services) as well as cyber security procedures, processes and compliance requirements. A good understanding of cyber security infrastructure solutions such as SIEM, vulnerability management, endpoint protection, web & email security solutions is assumed.

Experience in both public and private sector verticals would also be beneficial.

Role Competencies

• Self-motivated and strives to go the extra mile.
• Keen eye for detail.
• Personable and presentable.
• Leads by example.
• Excellent communication and relationship skills.
• Happy to present in meetings up to and including board level.
• Good personal time management.
• The ability and motivation to learn new technologies.
• Shares expertise with colleagues.
• Excellent judgement and decision making skills.
• Offers mentoring and guidance to others.
• Promotes teamwork.
  

Desirable Criteria

This particular position would suite a seasoned Presales Manager who is capable of working with other Presales teams to create complex multi-technology solutions across connectivity, cloud and end user compute. Experience working in a managed service environment is also desired, including the ability to describe and articulate benefits of a proposed managed Cyber Security service

Key Technologies

The successful candidate should have experience with a range of the following technology and services:

• Endpoint Protection / Endpoint Detection & Response (EDR)
• Security Information & Event Management (SIEM)
• Email Security, Phishing Simulation and Security Awareness Training
• Web Security including SASE and CASB
• Cloud Security
• Multi-Factor Authentication (MFA)
• Next Generation Firewalls & IPS including Web Application Firewalls (WAF)
• DDoS Protection
• Network Security including Network Access Control (NAC) and Network Detection & Response (NDR)
• Manged Detection & Response (MDR)
• Security Incident Management
• Virtual Security Manager / Virtual CISO
• Security Assessments / Security Consultancy including Vulnerability Scanning and Penetration Testing
  

Experience With The Following Vendors Would Be Beneficial

• Microsoft including Azure Sentinel, Microsoft Defender and other Azure and Microsoft 365 security technologies
• Palo Alto Networks including Next-Generation Firewall, Prisma & Cortex
• Cisco including Firepower, Identity Services Engine (ISE), Stealthwatch, Umbrella and Meraki
• Mimecast
• Forcepoint
• Qualys
• Rapid7
  

Key Relationships

Internal

• Head of Cyber Security Tower.
• Cyber Security Presales Consultant.
• Account Management & Sales Specialist.
• Other Presales Teams
• Professional Services – Consultancy, Engineering and Project Management.
• Service Delivery.
• Operations including Security Operations Centre (SOC).
  

External

• Customers.
• Vendor SE’s.
• Distributor SE’s.
• Third Party Providers.
  

Role Expectation

It is expected that the mix of activity on this role would be:

• Management – 20%
• Customer Proposals & Meetings – 80%
  

Additional Information

What are the benefits of working at Daisy?

Our colleagues work hard to deliver for our customers and that is why we give them the recognition and rewards they deserve for their effort

But working at Daisy is much more than just a fair salary. It’s about providing a range of benefits and opportunities to all our staff to make working with us enjoyable.

Our ethos is simple: the more you put in the more you get out.

Here are some of the benefits that we offer…

• 25 days holidays, plus bank holidays, and the option to purchase more!
• Professional development to help you achieve your personal goals
• Eye care vouchers available and discounted Medicash membership
• Access to discounts and savings at more than 1,200 retailers
• An additional day off on your birthday or if you're getting married
• Auto enrolment following probation into a salary pension scheme
• Access to exclusive offers on a range of Daisy products