Director of Solutions Engineering leading and mentoring a team at Berkshire Grey, focusing on designing automation solutions in retail and logistics.
About the role
- Solutions Consultant for GRC & Cyber Risk at Comcast, engaging with clients to drive new business and design tailored technical solutions. Involves enterprise sales and solution consulting.
Responsibilities
- Drive New Business
- Identify, target, and engage enterprise prospects
- Proactively hunt, develop, and manage a strong pipeline of GRC and cyber risk opportunities
- Build relationships with key stakeholders, including CISOs, security leaders, and GRC executives
- Lead Value-Based Selling
- Understand customer needs, pain points, and strategic objectives
- Map those needs to measurable, outcome-driven value delivered by our platform
- Articulate differentiated value in both technical and business terms
- Deliver Technical Engagements
- Conduct compelling product demonstrations tailored to customer use cases
- Lead technical discovery sessions and solution design discussions
- Be hands-on with the platform to showcase real-world applications and outcomes
- Own the Full Sales Cycle
- Develop and deliver business value assessments, including ROI and efficiency gains
- Structure and negotiate Proof of Value (PoV) engagements
- Manage commercial processes including pricing, proposals, MSAs, and procurement cycles
- Execute and Project Manage PoVs
- Define success criteria and project plans for Proof of Value engagements
- Coordinate cross-functional resources to ensure successful execution
- Guide customers through deployment and initial adoption phases
Requirements
- Proven experience in enterprise sales, solutions engineering, or a hybrid role within cybersecurity, GRC, or risk management
- Strong understanding of GRC frameworks, cyber risk, and security operations
- Experience engaging with CISOs, security leaders, and compliance stakeholders
- Demonstrated success managing complex, multi-stakeholder sales cycles
- Experience with value selling, ROI modeling, and business case development
- Familiarity with enterprise procurement processes and contract negotiation
- Bachelor's Degree
- 10 Years + Relevant Work Experience
Benefits
- expert guidance and always-on tools that are personalized to meet the needs of your reality—to help support you physically, financially and emotionally through the big milestones and in your everyday life
Job title
Job type
Experience level
Salary
Not specified
Degree requirement
Tech skills
Location requirements
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