Senior Security Sales Specialist
Role details
Job location
Tech stack
Job description
As QBS CyberVAD continues to expand, we are strengthening our cybersecurity sales capability to support a broader range of security vendors and to grow our UK reseller footprint. With several new additions to our security portfolio and increasing demand from channel partners, we are seeking a Security Sales Specialist to accelerate growth across a range of best-in-class cybersecurity solutions.
About the Security Portfolio
You will represent a multi-vendor cybersecurity portfolio designed for modern UK organisations, covering areas such as:
- Endpoint, network and cloud security
- Identity and access security
- Security analytics and monitoring
- Email and user protection
- Managed or co-managed security solutions
Our portfolio is curated specifically for the UK channel, enabling VARs and Resellers to deliver high-value security outcomes with predictable commercial models and strong customer retention.
Role Overview
The Security Sales Specialist is a mid-level, quota-carrying role focused primarily on driving cybersecurity sales through UK VARs and Resellers.
The role encompasses:
- Identifying, recruiting, and enabling new reseller partners
- Growing and supporting existing reseller relationships
- Building a strong, consistent pipeline of opportunities
The ideal candidate has strong existing relationships across the UK reseller/VAR ecosystem and a proven track record selling cybersecurity or software solutions within the channel., Channel Sales & Revenue Growth
- Own and deliver monthly and annual GP targets across a diverse cybersecurity vendor portfolio.
- Drive adoption of multiple security solutions across UK VARs and Resellers.
- Build profitable, trusted commercial relationships with partner sales and technical teams.
- Maintain strong pipeline discipline and accurate forecasting through CRM usage.
Business Development - VAR & Reseller Focus
- Identify and acquire new cybersecurity-focused UK VARs and Reseller partners.
- Execute structured outreach campaigns via calls, email, LinkedIn and events.
- Conduct introductory meetings, capability presentations and value-focused discussions.
- Accelerate onboarding and activation of new partners through early opportunity generation.
Account Management & Partner Growth
- Manage a defined portfolio of reseller partners, acting as their primary commercial contact.
- Develop and execute joint account plans to drive revenue, product penetration and partner engagement.
- Support partners on deal structuring, quoting, pricing strategy and competitive positioning.
- Conduct regular business reviews to assess pipeline, performance and next actions.
SDR / Pipeline Generation
- Run structured outbound prospecting activity to create new pipeline and partner conversations.
- Qualify inbound leads and transform them into partner engagement or deal opportunities.
- Maintain accurate records of interactions, pipeline status and activities within the CRM.
- Continuously refine outreach messages, cadences and channel positioning.
Go-to-Market & Collaboration
Work closely with Vendor Channel Manager and Vendor Distribution Managers to ensure complete alignment on channel strategy and execution. This includes:
- Joint planning for key reseller/VAR accountsShared pipeline reviews and progress trackingVisibility and coordination around partner activity, wins and challengesCoordinated outreach to strategic partnersMutual reporting to keep all stakeholders informed and alignedCollaborate with QBS marketing, vendor marketing and channel teams to:Deliver partner enablement programsSupport joint campaigns and webinarsExecute UK channel events and roadshowsDrive participation in vendor-specific initiativesAttend customer meetings, partner sessions and events across the UK as needed (with occasional overnight travel).
Operational Excellence
- Maintain disciplined CRM hygiene and accurate forecasting.
- Follow QBS operational processes for pricing, approvals and partner management.
- Provide market feedback, competitive insights and partner intelligence to internal teams.
What Success Looks Like
- Achievement of GP targets through reseller-led sales motions.
- Expansion of active VAR/reseller partners selling across the cybersecurity portfolio.
- Strong partner satisfaction and repeat business.
- Predictable, well-managed pipeline with accurate forecasting.
- Positive, aligned working relationships with vendor-side RSMs and distribution contacts
Requirements
Do you have experience in Sales?, * 3-5 years' experience in cybersecurity or software sales within the UK channel.
- Proven success selling through VARs and Resellers (essential).
- Demonstrable ability to achieve targets in a commercial B2B sales environment.
Market Knowledge
- Understanding of the UK cybersecurity landscape and reseller ecosystem.
- Awareness of key security domains (endpoint, identity, cloud, monitoring, email, etc.)., * Strong communication, presentation and negotiation capability.
- Ability to blend outbound prospecting with relationship-focused account management.
- Excellent organisational, forecasting and CRM management skills.
- High level of commercial awareness and partner empathy., * Degree or equivalent industry experience preferred.
- Cybersecurity or channel sales training is advantageous.
Benefits & conditions
- Attractive salary + OTE
- Excellent pension scheme
- Private Medical Insurance
- Healthcare scheme
- Cycle to Work scheme
- Life cover
- Online retail discounts
- Training & development
- Mentoring and career progression opportunities
Equal Opportunities:
QBS is an equal opportunities employer committed to an inclusive and equitable environment for all employees and applicants. If you require alternative methods of application or screening, you must approach the employer directly to request this as Indeed is not responsible for the employer's application process.
