Client Security Principal; Glen Allen, VA

Client Security Principal (CSP)

As a Client Security Principal (CSP), you will be responsible for ePlus’ regional security business, working in concert with the regional vice president (RVP) and services leadership. This position is critical to the company’s security success and is the primary catalyst for achieving our growth objectives within the assigned territory.

The essential functions of this position include:

• Partner with the regional vice president (RVP) and services leadership to have joint responsibility for the regional security business, driving high performance around achieving the financial security goals/budget, building and executing a business plan, and facilitating a regular security forecasting cadence within the assigned territory.
• Conduct customer‑facing responsibilities by aligning with the top strategic accounts within the territory (focus, growth accounts) to personally provide security thought leadership to uncover and drive to closure strategic customer opportunities alongside the regional account teams.

In addition to the above primary responsibilities, other duties include:

• Coach and position the field teams toward a posture of hyper‑growth within the security segment of the business, while maximizing the services contribution to the overall business. This includes providing clear direction to local leadership and sales/services teams regarding the focus partnerships, technology areas, and enablement activities required to accelerate the growth of the security practice.
• Perform in a customer‑facing security sales/presales capacity, working in concert with field sales and sales leadership, to drive improved security account penetration, field sales participation in selling security solutions, opportunity qualification, pipeline development, and business growth.
• Operate in a strategic manner within the territory and account base exhibiting key characteristics such as executive‑level presence, business and sales acumen, a services‑led approach to client engagement, and strategic solution selling across the ePlus security product and services portfolio.
• Learn, customize, and execute the global security go‑to‑market strategy and approach at a regional level within the agreed‑upon customer accounts.
• Leverage previous success and experience in Network Security, Advanced Threats, Security Operations and Analytics, Data and Application Security, Endpoint Security, Cloud Security, Integrated Security Architectures, Complex Professional Services Engagements, and Advisory & Managed Services to provide thought leadership for clients, partners, and internal ePlus teams.
• Regularly contribute to ePlus IP development, global strategy, services & solutions roadmap, digital marketing, and occasional public speaking opportunities.
• Coach and mentor solutions architects within the territory to develop and mature abilities in alignment with career path goals, strategic initiatives, and focus for the region.
• Collaborate and align with regional teams and leadership supporting cloud, data center, networking, collaboration, and the services organization to empower a “security everywhere” approach.
• Participate in local efforts for security demand generation campaigns working with the field sales organization, ePlus partner alliance management, and the marketing organization.
• Effectively collaborate with existing ePlus field sales, presales, partner alliances, strategy and services leadership, supporting global shared services go‑to‑market efforts such as assessments, advisory and managed services.
• Coach the field account teams toward landing new security accounts within the existing ePlus customer base and expanding current footprint in existing ePlus security accounts.
• Work in concert with field sales/services and partner alliance management to facilitate joint account and territory planning exercises with top security OEMs and key services partners.
• Develop joint marketing plans to recommend tactics, strategic approaches and assist the field with regularly scheduled demand generation activities within the territory.
• Coordinate ongoing enablement activities and development of field sales and…