CBTS serves enterprise and midmarket clients in all industries across the United States and Canada. CBTS combines deep technical expertise with a full suite of flexible technology solutions--including Application Modernization, Managed Hybrid Cloud, Cybersecurity, Unified Communications, and Infrastructure solutions. From developing and deploying modern applications and the secure, scalable platforms on which they run, to managing, monitoring, and optimizing their operations, CBTS delivers comprehensive technology solutions for its clients' transformative business initiatives. For more information, please visit www.cbts.com.
Security Services Specialist
Full-Time|Remote/Hybrid|Senior Level
About the Role
We are looking for a Security Services Specialist with a passion for shaping, positioning, and winning complex cybersecurity engagements to join our Presales Advisory & Strategic Pursuits practice. This is a strategic, client-facing role at the intersection of cybersecurity expertise, consultative selling, and executive engagement — not a traditional delivery position.
You will partner closely with Account Executives, Solution Leads, presales teams, and delivery leadership to lead consultative discovery, define security strategy, and architect services-led solutions aligned to business risk and long-term transformation goals. The mission: help organizations evolve from fragmented, tool-centric security approaches to mature, risk-driven security programs.
What You Will Do
Shape & Win Strategic Opportunities
- Partner with Account Executives to identify, qualify, and shape high-value cybersecurity pursuits from the earliest stages of engagement.
- Lead consultative discovery sessions to uncover business drivers, pain points, and transformation opportunities.
- Define compelling solution visions that connect security investments to measurable business outcomes.
- Drive end-to-end pursuit leadership — from initial engagement through close.
Lead Executive Engagement
- Establish credibility with CIOs, CTOs, CISOs, and business executives as a trusted security advisor.
- Facilitate outcome-driven conversations that move beyond technology to business impact and risk reduction.
- Craft and deliver executive-level narratives that differentiate our offerings and win competitive pursuits.
Architect Services-Led Solutions
- Design integrated solutions that combine Professional Services, Managed Security Services, and partner capabilities into a cohesive offering.
- Ensure every solution is technically sound, operationally viable, and commercially compelling.
- Align architecture, delivery models, and commercial constructs into scalable, repeatable offerings.
Orchestrate Cross-Functional Teams
- Lead and align solution architects, engineers, subject matter experts, partners, and delivery teams across complex pursuits.
- Drive clarity, accountability, and pace — ensuring every pursuit moves forward with purpose and precision.
- Elevate team performance through coaching, structure, and the development of reusable best practices.
Influence Strategy & Commercial Outcomes
- Shape deal strategy, pricing models, and commercial constructs — including recurring, consumption-based, and outcome-based models.
- Balance competitiveness, risk, and profitability in solution design to optimize commercial outcomes.
- Contribute to portfolio evolution based on market demand, competitive intelligence, and client needs.
Required Qualifications
- 5–10+ years of experience in cybersecurity, consulting, or technical sales, with demonstrated success shaping and closing complex security services engagements.
- Experience within a managed service provider (MSP), global systems integrator (GSI), or enterprise security environment.
- Strong background in managed security services and/or security consulting engagements.
- Deep experience in consultative, outcome-based, and value-based selling methodologies.
- Ability to translate security risk into business impact, investment rationale, and ROI.
- Exceptional executive communication and storytelling skills, with the ability to simplify complexity for senior audiences.
Broad technical and domain expertise spanning the following areas:
- Risk-based security program development and maturity modeling.
- Security frameworks including NIST, CIS, and ISO.
- Threat detection and response — SIEM, SOAR, SOC, and MTDR.
- Vulnerability management, remediation, and compliance.
- Identity and access security — MFA, IAM, and Zero Trust.
- Cloud security — CSPM, governance, and workload protection.
- Application security — web, mobile, and API protection.
- Data security — encryption, governance, and protection.
- Network and infrastructure security — firewalls, DDoS, segmentation, and SASE.
- Managed security services operations — 24×7 monitoring and incident response.
- Awareness of AI-driven threats and automation in security operations.
Preferred Qualifications
- CISSP, CISM, or equivalent industry-recognized security certifications.
- Cloud security certifications across one or more providers (AWS, Azure, GCP).
- Vendor-specific certifications such as Cisco, Palo Alto, or Microsoft Security.
Success Profile
The ideal candidate is a confident, commercially driven security professional who thrives at the intersection of strategy and execution. You are equally at home leading a discovery session with a client's security team and presenting a transformation vision to a CISO or senior business leader. You understand that winning in presales requires more than technical depth — it requires empathy, influence, and the ability to make clients feel understood before they feel sold to.
- Executive Presence: Confident engaging and influencing senior stakeholders with authority and authenticity.
- Strategic Thinking: Shapes complex opportunities into clear, actionable strategies that drive results.
- Storytelling Excellence: Simplifies complexity into compelling narratives that resonate with technical and business audiences alike.
- Commercial Acumen: Understands how solution design drives business outcomes — and structures deals accordingly.
- Operational Discipline: Drives structure, pace, and execution across pursuits without compromising quality.
- Collaborative Leadership: Operates seamlessly across sales, presales, delivery, and partner ecosystems.
- Growth Mindset: Continuously elevates self, team, and organizational capability.
We are an equal opportunity employer. We welcome applicants from all backgrounds and are committed to building a diverse and inclusive team.
Salary $110,000 to $160,000
The compensation range in this posting reflects the Company’s good‑faith estimate at the time of publication. The applicable base pay range for any individual will be determined based on the candidate’s designated primary work location as well as factors including role scope and responsibilities, required qualifications, and the individual’s experience, education, skills, knowledge, and performance. Certain positions may also be eligible for additional compensation such as discretionary merit increases, bonuses, or sales‑based variable compensation in accordance with applicable plans and role requirements.
Due to U.S. Government requirements applicable to foreign-owned telecommunications providers, non-US citizens may be required to submit to an extensive government agency background check which will necessitate disclosure of sensitive Personally Identifiable Information.
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