Solutions Consultant, Enterprise Security Services

Team Profile:
The Product and Solutions team in Interoute are responsible for driving the product strategy, managing the Profit and Loss for the product line (including setting pricing) and helping sales to close business. Products and Solutions provide the Release to Market mechanism for all new product features and are the internal and external personification of the product itself.

Purpose of Role:
Security represents one of the most important and fundamental product areas within the Interoute Enterprise business. It is integral to all major Enterprise product lines and a cornerstone of the Interoute ‘Ground to Cloud’ strategy.

The main purposes of the Solutions Consultant role include:
• To assist in promoting the concept, understanding and sales of Enterprise Security within the sales force, by providing appropriate training and practical support and at a tactical level by supporting individual customer opportunities.
• To assist and advise in the direction and development of Interoute’s Enterprise Security strategy.
• To drive the understanding of Interoute’s Security services portfolio.
• To drive the technical sales learning programme of Interoute’s Enterprise Security services
• To assist with customer sales opportunities as the resident expert and provide demonstrations or presentations and input as required.
• To be the customer and sales technical champion for Interoutes enterprise security services
• To act as the bridge between product management, platforms and application engineering on all technical aspects of Interoute’s Enterprise Security services Job Responsibilities

• Develop and agree action plans for the education and knowledge sharing of Enterprise Security Products across the sales engineering community.
• Develop and agree plans for achieving an accredited security sales force either using vendor relations or creation of in house accreditation.
• Provide input to the Development of business cases for the introduction of new services where appropriate.
• Support sales and sales engineering on individual major customer bids
• Partake actively in the ‘Release to Market’ plan for new products and product features within Security, involving the relevant stakeholders in the organisation such as platform engineering, sales, operations, etc.
• Take responsibility for review and input to adequate documentation for Security product lines to both sales and sales engineering.
• Manage and balance resource allocation within the team to provide tactical support for large, non-standard bids and the strategic development and release of new features

• Previous solutions consultant level experience is desirable and/or practical experience of diverse enterprise security infrastructures.
• Proven track record in working on and assisting in the closure of large Enterprise network outsource contracts, (whether as a customer or vendor/supplier) including familiarity with customer engagement models and contract/SLA structures
• Experience of working within a telecommunications service provider environment is essential, including an understanding of the economics and technologies related to Enterprise security and wide-area networking.
• Experience within a Pan-European business environment is essential

Technical :
• Detailed familiarity with the technologies and standards associated with Enterprise ICT security, including Firewalls, Intrusion Detection/Prevention, Distributed Denial of Service, Anti-Virus, Encryption, Secure Remote Access, Strong Authentication and other related technologies
• Demonstrable understanding of the issues facing Enterprise customers when choosing connectivity suppliers with regard to security, including procedures, technology and human issues
• Must have technical hands on experience in some or a variety of security technologies
• CISSP desirable.

Personal:
• Self sufficient and self motivated - the individual must be able to drive forward with minimal day-to-day supervision.
• Team player – must understand the bigger picture and perform the role in the context of the department and the company as a whole. Able to work within and create virtual teams based upon situational requirements.
• Good commercial awareness. Understand the implications of proposal contract, margin etc. Understand service provider models
• Be able to evidence successful "teaming" skills (creation of virtual teams, involving others etc
• Must have the gravitas and authority to be able to command the respect of key stakeholders – engineers, operations, internal and external senior management and C level contacts.