Cybersecurity - Solution Specialist

Position Title: Solution Specialist, Cybersecurity


Position Location: We are seeking this individual in 3 primary areas: The US New England Area, The US Southwest Area, and The US West Coast Area. We are open to major metropolitan cities within any of those 3 areas.


Job Summary:
The Cybersecurity Solutions Specialist will develop productive relationships with Pellera Account Executives and new and existing enterprise clients while ensuring consistent pipeline progression and closed business opportunities within their territory. This role functions as a strategic Sales Overlay, enabling multiple Account Executives, aligning complex deals, and driving net-new cybersecurity revenue across accounts.
This individual will operate in a highly collaborative, fast-paced environment, supporting opportunities from initial engagement through successful closure. The role focuses on advancing enterprise cybersecurity initiatives across domains such as GRC, Identity Management, Penetration Testing, and Data Protection, while helping position Pellera as a trusted partner in cybersecurity transformation. This role is ultimately tasked with driving Cybersecurity growth in region through OEM and Pellera services with our Account Executives and partners.


Essential Functions:
Sales Overlay & Deal Alignment
• Partner with multiple OEMs and Account Executives to shape, position, and advance cybersecurity opportunities across a portfolio of enterprise accounts.
• Provide subject matter expertise to align cybersecurity offerings with client initiatives and business objectives.
• Support deal strategy, account planning, and pipeline acceleration across complex, multi-stakeholder opportunities.
• Drive measurable impact on influenced revenue, pipeline progression, and deal velocity across all supported opportunities.
Client Engagement & Advisory
• Build trusted advisor relationships with key stakeholders (CIO, CISO, Security Leaders).
• Understand client cybersecurity posture, risks, and priorities across the cybersecurity environment.
• Position solutions that align with business risk, compliance requirements, and security transformation goals.
• Increase executive engagement effectiveness to strengthen trust, shorten sales cycles, and improve win rates.
Solution Development & Presentation
• Drive compelling cybersecurity proposals, presentations, and value-driven messaging.
• Translate complex security concepts into business outcomes and ROI-driven conversations tailored to executive audiences.
• Contribute to improved win rates and average deal size (ACV) through differentiated solution positioning.
Vendor & Solution Alignment
• Leverage knowledge of leading cybersecurity platforms such as Palo Alto Networks, CrowdStrike, Arctic Wolf, Rubrik, Cisco, and Microsoft.
• Align vendor capabilities to customer use cases and enterprise security architectures.
• Drive increased solution attach rates by identifying cross-sell and upsell opportunities within broader deals.
Deal Execution
• Build, negotiate, and support the closing of complex cybersecurity services and solution deals in partnership with Account Executives.
• Collaborate cross-functionally with delivery, pre-sales, leadership, and partner teams to ensure aligned execution.
• Accelerate deal velocity and close rates by proactively removing blockers and aligning stakeholders.
Pipeline & Activity Management
• Maintain accurate and up-to-date opportunity tracking within CRM.
• Support pipeline progression and visibility across multiple Account Executives and active deals.
• Contribute to pipeline coverage and quality, ensuring consistent advancement of qualified cybersecurity opportunities.
Sales Enablement & Internal Collaboration
• Support internal sales enablement efforts by educating and mentoring Account Executives on cybersecurity offerings and positioning.
• Share market insights, vendor updates, and best practices to enhance overall sales effectiveness.
• Improve overall team performance through enablement impact and multi-AE engagement effectiveness.


Required Skills/Abilities/Competencies:
• Excellent verbal and written communication skills, with the ability to engage at both technical and executive levels.
• Strong understanding of cybersecurity concepts, including GRC, Identity & Access Management, Penetration Testing, and Data Protection.
• Ability to influence and drive alignment across multiple stakeholders without direct authority.
• Experience supporting complex, enterprise-level sales cycles with multiple decision-makers.
• Ethical and Critical Thinking.
• Experience in technology sales, cybersecurity sales, and/or technical services sales is re