Key Skills

Job Description

The Commercial Security Lead at Schuberg Philis is a commercially driven security technologist who bridges proposition strategy and customer execution. Embedded in Greater Customer Teams (GCTs), the Commercial Security Lead translates customer security challenges into compelling, standardized solutions, accelerates sales cycles through security expertise, and ensures that what we propose is both desirable for customers and feasible for our delivery teams. Working closely with Sales Directors and Proposition Ambassadors, the Commercial Security Lead is the expert in the room—driving adoption of our security proposition and turning market-leading security services into signed contracts and successful customer outcomes. Your impact Opportunity qualification & sales enablement; Identify and qualify cross-sell and upsell security opportunities within existing customer accounts. Support customer teams in early-stage sales conversations by understanding customer security pain points, compliance requirements, and risk concerns, matching them to our standard security services and reusable digital assets (RDAs), and translating customer needs into high-level security solution options. Act as the security proposition expert who ensures our security services portfolio is positioned effectively in every conversation Solution design & proposal development; Co-create security solution designs with team tech leads that maximize standardization and leverage our reusable security propositions across Cloud Security, Application Security, Data Security, and Security Operations. Support RfP responses, deliver security demos, reference architectures, and technical deep-dives that showcase our security capabilities. Provide trusted advisory on deal structure, scoping, and pricing aligned with our strategic focus on standardized security services adoption Proposition product management & feedback; Work closely with the Security Ambassador to stay current on security proposition roadmaps, positioning, and go-to-market narratives. Provide structured feedback from customer engagements—including win/loss analysis, new security requirements, threat landscape insights, compliance updates, pricing signals, and MEDDPICC insights—to further sharpen Schuberg Philis’ security proposition. Actively spot opportunities to create new reusable security assets and promote inner-source contributions from customer security engagements Customer engagement & technical consulting; Serve as a trusted security advisor in customer dialogues, able to discuss security architectures, threat models, compliance frameworks, and business risk constraints with both technical and executive stakeholders. Quantify security value and risk reduction, explain security trade-offs, and build credibility through demos, security assessments, and workshops that demonstrate how our security propositions solve real business problems and protect mission-critical systems Standardization & continuous improvement; Contribute to the evolution of our security services portfolio by creating standard security templates, assessment checklists, and reusable sales enablement materials that make future security pre-sales engagements more predictable, auditable, and efficient. Champion the use of security-by-design principles and productized security services within customer teams, ensuring consistency and scale across engagements, Your profile You are primarily commercially driven but with a strong security foundation and natural consulting instincts. Comfortable operating at the intersection of business, technology, and risk where you understand security architectures, can quantify security value and risk, and know how to structure security deals that work for both customer and delivery. Naturally collaborative and pragmatic, you thrive working alongside security engineers, sales and delivery experts to identify and drive security opportunities . You excel at simplifying complex security topics, building trust quickly, and telling a coherent security story that resonates with technical and non-technical audiences alike. You are energized by converting opportunities into wins and seeing your security guidance translate into customer success and better protection. Technology (3-5 years of experience Hands-on technical experience in security engineering, security operations, application security, or related domains within enterprise environment. Solid understanding of security architectures (zero trust, defense in depth, secure landing zones) and current trends in cloud security, application security, data protection, or security operations. Experience designing or contributing to security solutions that balance customer requirements with reusable, standardized security components. Comfortable discussing security patterns, threat models, compliance frameworks (e.g., ISO 27001, NIS2, GDPR, PCI-DSS), security controls, and architectural trade-offs with customers and internal teams. Familiarity with security-by-design principles, DevSecOps practices, and productized security service models. Commercial (5+ years of experience) Proven track record in customer-facing, revenue-generating roles such as security pre-sales, security solution consulting, technical account management, or senior security engineering with significant customer interaction. Experience supporting security-focused sales cycles: opportunity qualification, security solution scoping, proposal development, RfP responses, and presentations. Skilled at translating security capabilities into customer value, supporting pricing and deal structuring decisions, and contributing to win/loss analysis. Comfortable with commercial metrics and frameworks (e.g., MEDDPICC) and able to provide actionable feedback to sales and security proposition teams. Experience working with standardized security service offerings, fixed-price security engagements, or outcome-based security commercial models is a strong advantage. Excellent Dutch and English communication and presentation skills; able to engage confidently with both security teams and business stakeholders, from security engineers to CISOs and C-level executives. Demonstrated ability to build trust quickly, listen actively to security concerns, and adapt messaging to different audiences. Collaborative mindset with experience working across multidisciplinary teams (sales, delivery, product, security engineering. Comfortable giving and receiving feedback, contributing to security proposition evolution, and championing security best practices across the organization.

Core Responsibilities

Qualify and advance security sales opportunities by advising customers, shaping standardized security solutions, supporting proposals and demonstrations, and helping structure deals. Collaborate with sales, delivery, and security teams to improve the security proposition, develop reusable assets, and ensure solutions are commercially viable and deliverable.

Requirements

Requires 3–5 years of hands-on enterprise security experience and 5+ years in customer-facing, revenue-generating roles supporting security sales. Candidates should understand security architectures, cloud and application security, compliance, and standardized service models, and have excellent Dutch and English communication skills.