Product Sales Specialist
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Job Description
Product Sales Specialist serving as a product overlay expert for Netwrix’s DLP solution, collaborating with sales teams and guiding technical evaluations. Ensuring successful customer engagements and high-quality solutions.
Responsibilities:
- Engage alongside Generalist Sellers at critical deal stages to provide product expertise, technical depth, and solution positioning that advances the opportunity.
- Deliver tailored product demonstrations aligned to customer use cases, personas, and evaluation criteria - translating features into business and security outcomes.
- Support RFP and RFI responses with technically accurate, differentiated content that reflects a thorough understanding of customer requirements.
- Provide competitive differentiation in customer conversations, articulating Netwrix’s strengths clearly against alternative solutions.
- Lead structured discovery conversations to surface customer environment details, security challenges, compliance requirements, and technical evaluation criteria.
- Ensure quality qualification by assessing technical fit, identifying risks or gaps early, and helping AEs maintain deal integrity throughout the cycle.
- Translate customer requirements into clear solution narratives that map Netwrix capabilities to specific business outcomes and security priorities.
- Navigate technical objections and product limitations confidently, proposing alternatives or escalating to the appropriate internal resource when needed.
- Design and support proof-of-concept engagements that validate Netwrix solution fit against customer-defined success criteria.
- Guide prospects through technical evaluation phases, ensuring Netwrix is well-positioned relative to competing solutions throughout the process.
- Capture and channel field insights - including customer feedback, qualification patterns, and competitive intelligence - back to product, marketing, and GTM teams.
- Maintain accurate opportunity documentation and activity tracking in Salesforce, providing clear visibility into technical status across the pipeline.
Requirements:
- Bachelor’s degree in business, Computer Science, Information Security, or a related field preferred; equivalent experience considered.
- 3+ years of experience in technical sales, presales, or product overlay roles within cybersecurity or IT security, with a demonstrated track record supporting complex sales cycles.
- Solid understanding of cybersecurity concepts relevant to Netwrix’s portfolio, including Data Loss Prevention and compliance frameworks such as GDPR, HIPAA, and PCI DSS.
- Proven ability to lead technical discovery and qualification conversations, with a strong instinct for assessing solution fit and identifying deal risk.
- Experience designing and delivering tailored product demonstrations and proof-of-concept engagements to both technical and business audiences.
- Equally comfortable engaging technical evaluators and senior business stakeholders - able to adapt messaging depth and framing to the audience.
- Collaborative working style with the ability to operate effectively in support of Generalist Sellers and alongside cross-functional teams.
- Experience with Salesforce or equivalent CRM for pipeline tracking and opportunity documentation.
Benefits:
- Competitive Health Benefits
- Continuous Learning and Development Opportunities
- Team-Oriented, Collaborative, and Innovative Work Environment
- Regular Company Town Halls to Keep You Informed
- Opportunities for Career Growth and Advancement
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