Location:  Boston, MA

Position Summary:

This is a quota carrying sales role targeting the Enterprise and Commercial markets for Focus Technology’s security solutions and product line offerings. The candidate is responsible for generating net new business as well as for maintaining and growing relationships with existing accounts for our growing security hardware, software and professional service practices. The candidate is responsible for the overall health and sales performance of accounts within Focus Technology prospects and account lists. Daily responsibilities will include end user sales calls, joint account calls with various internal and external partners, cold calling, forecasting and other sales related activities.

Essential Functions                                                                                                                    

  • Achieve both quarterly and annual sales goals and objectives
  • Responsible for the overall sales strategy and territory plan working with management under the overall existing security business plan
  • Manage consistent prospecting activities including but not limited to conducting cold calls, prospecting and qualified account opportunities with prospective clients
  • Develops pipeline of new opportunities and closes sales opportunities, securing contracts/sales to begin working with clients
  • Identifies and creates business needs with executive decision-makers, prospects, and clients to become their Trusted Advisor
  • Understands clients’ needs and business requirements in order to customize systems solutions and meet clients’ expectations and target sales
  • Maintain Security product knowledge as well as stay current with security industry trends and technologies
  • Creates and communicates the value of Focus’s solutions to prospective clients
  • Crucial for success is the candidate's ability to work with, and drive, his/her extended project team. Engaging effectively with Engineering, Professional Services, Project Management, Technical Consultants and extended resources when required.
  • Develops individual account strategies to effectively penetrate accounts
  • Develops thorough understanding of each account’s industry and business
  • Maintains accurate and timely current and rolling  3 and 12-month forecasts
  • All other duties, as assigned


  • Self-starter/self-motivated and driven for success
  • Excellent sales skills, including successful sales over the phone and in-person
  • Applied knowledge of formal consultative sales methodologies
  • Solid knowledge and proficiency with Microsoft Office products (Word, Excel, and PowerPoint)
  • Strong written and verbal communications skills with a keen sense of verbal and non-verbal cues to engage potential and existing clients in person, by phone, or through other means
  • Clear demonstration and articulation of value propositions
  • Negotiation and conflict management skills evidenced through successful completion of sales life-cycle
  • Exceptional interpersonal skills to effectively relate and converse readily with others
  • Effective problem-solving skills to obtain business solutions, such as to detect changes in circumstances or events
  • Utilizes a collaborative/team-based approach for consultative selling and to effectively solve issues or challenges with limited supervision
  • Builds positive and professional relationships at all levels within organizations
  • Strong organizational, multi-tasking, detail-oriented, and time management skills
  • Maintains a high level of professionalism and courteous demeanor
  • Positive teamwork skills
  • Maintains a high level of confidentiality


  • 8+ years’ proven selling technical/computer solutions at multiple levels, including network sales, within the cybersecurity industry
  • 5+ years proven Value Added Reseller and full Life-Cycle sales from identifying market and building relationships to selling enterprise technical solutions to C-Suite level decision-makers in the security space
  • Formal consultative sales methodology
  • “Solutions Selling” Sales and CRN tool experience, preferred


  • Bachelor’s degree in business, computer science, or technology
  • Sales related certifications in CISCO or other Security Network Systems, CRM, SharePoint, and/or other collaborative IT tools a plus


Driver’s license and access to transportation to travel to clients’ sites


  • Influencing and negotiating
  • Communication/Presentation
  • Organization and planning
  • Priority setting
  • Process management
  • Internal and external stakeholder management