The cybersecurity sales force demand has gone through the roof in the past couple of decades. Because organizations are putting more importance on data security and protection, the profession of this can be extremely lucrative and rewarding.

We talk about how to enter cybersecurity sales – if you’re new to sales or a move from another industry – and provide practical advice in this article to get started.

What are cybersecurity sales?

Cybersecurity sales is selling services and products to secure digital assets and information systems from cyber-attacks and unauthorized access. Their salespeople use technical skills paired with sales experience to get to know the customer and provide an answer that protects against a security incident.

They also help to educate customers about the importance of cybersecurity protections, optimize security policies and help make sure businesses and individuals possess the right security to protect their data from hackers.

Understand the cybersecurity landscape

Cybersecurity rapidly changes with technological change and cyber threat evolution.

Businesses are getting more efficient but also at risk as they digitalize which calls for strong cybersecurity. Knowing the various forms of cyber-crime – from ransomware, phishing to DDoS – and the latest developments in cloud security and zero-trust networks are two of the most important things to learn about.

And always stay on top of industry guidelines and rules like GDPR in the European Union or CCPA in the US of America.

It’s important to have the top cybersecurity competencies, such as incident response and network security, in case you want to stay on top of the game.

You also need to identify the cybersecurity job descriptions — from ethical hackers and security analysts to chief information security officers — that define the cyberspace.

Choose your niche security sales role.

For cybersecurity sales jobs, finding the right sales job for you will help you find the right fit for your skills and professional aspirations.

Cybersecurity careers have jobs for all levels, from technical to relational.

The Sales Engineer or Solutions Architect role is good if you are very technical because they need to know cybersecurity products and services.

If you are an exceptional customer contact person, Account Managers or Business Developments positions are built around relationships and need you to be very good communicators.

You are more of a planner, then a Sales Analyst job working on trends in the market is a place for you.

Finding the right job is about matching your talents and passions to the requirements of the role. Selling cybersecurity is a business that is all about integrating technical expertise with a capacity to connect with clients and sell solutions.

Acquire basic understanding of cybersecurity concepts.

An introduction to cybersecurity concepts is a must for anyone seeking employment in this industry, as well as their own self.

You can start by getting to know what cyber-attacks are and why network security is vital. Here are some basic steps to get you there:

• Learn the basics. Learn what viruses are, malware, ransomware, phishing. Learn how firewalls, antivirus and encryption guard data.
• Online courses. Learn cybersecurity principles and best practices with free or expensive online courses.
• Read and research. Check out all the security news and read blogs and articles on recent hacks and threats.
• Practice safe browsing. Use security practices in everyday internet activity like password protection, two-factor authentication and clicking on unknown links.
• Use educational resources. Libraries and educational institutions have eBooks and guides you can read to better understand cybersecurity.

This ground level knowledge does more than allow individuals to secure their data, it’s also the starting point for a career in the cybersecurity space.

Obtain relevant certifications for credibility

Become trustworthy in cybersecurity through these certifications. These certifications affirm your expertise and show you’re ready to stay ahead of the evolving cyber space.

First things first, you want to find certifications that are in-line with your field. For instance, the Certified Information Systems Security Professional (CISSP) and Certified Ethical Hacker (CEH) are respected certifications in the market.

You can prepare for these exams with online or classroom classes which will reinforce the content you have learned. If you pass the certification exams, you will be able to demonstrate technical expertise which is a big career success for you.

But staying certified is just as important. This means continuing education so that you can keep up with cybersecurity developments and technology.

The advantages of certifications are great: they prove your expertise, they make you more employable and can help you climb the ladder.

Certifications can also be trusted by clients and employers, you get a wider professional circle with the certification communities and, it can even increase your earnings potential, which makes you a valuable resource in the marketplace.

Learn about sales through internships or junior sales positions.

You can acquire sales experience on your way to various career paths, cybersecurity sales among them. A good place to begin is with an internship or an entry level position.

Internships gives you the opportunity to get firsthand experience of selling and customer relationship. They come in a variety of sectors and offer a general knowledge of selling and business processes. The internship experience teaches interns about handling customer interactions, what they want and how to help them.

There are sales jobs that start with someone, whether they are Sales Development Representatives (SDRs) or Junior Sales Associates. These roles typically involve:

• Lead generation
• Cold calling and emailing
• Product demonstrations
• Customer follow-ups
• Handling basic client queries

Internships and entry level jobs give you hands-on experience that you need to move into more niche occupations, such as cybersecurity sales. These jobs cultivated a good foundation in communication, convincing and negotiation – all abilities that are useful across most sales careers.

It’s important to grab these because they build your resume and give you industry contacts that can be the path for your future in cybersecurity.

Build a powerful personal brand around your selling capabilities.

The job market has never been more crowded: Building a good personal brand based around selling is important, because it differentiates you and tells your unique story.

If you want to be the best salesman in the world, then your website must be strong.

The LinkedIn profile that you update with sales wins and certifications is another way to show your expertise and keep your team on top of your progress.

If you’re active in sales related content, such as contributing useful commentaries, you can prove that you’re thought leader and have credibility among co-workers and hiring managers.

Then there’s also articles or blog posts related to your sales techniques and success experiences to help you even further encapsulate your credibility as a professional, delivering relevant content that is relatable to more people.

Your brand must show how you can speak, understand your customers and deliver.

Negotiation, CRM, and strategy must be the selling abilities you employ in branding. Good personal brand can open up the door to new clients and position you as a salesperson.

From non-technical backgrounds to technical: how to do it right.

It can be lucrative if you are looking to make the shift from a non-technical career into cybersecurity sales with the right tactics.

Be first familiar with cybersecurity through courses, blogs and news to obtain basic information.

Secondly, start networking. Join professional communities and industry conferences to network with the experts in the industry. Earn certifications such as the Certified Information Systems Security Professional (CISSP) for credibility.

Then become aware of most common cyber-attacks and network security considerations to protect your digital assets. Experiential training in cybersecurity tools such as a hands-on scenario or simulation will really help you interact better with clients.

Fourth, you can leverage your transferable skills, for example, problem-solving and customer service skills from the past which are very helpful in sales positions. You’re a deadly cybersecurity sales professional with sales experience and technical skills.

Final thoughts

Cybersecurity sales needs expertise and tools such as Salesforce to take care of leads and customer communications. Not only do you need to be technically proficient, but you also need to communicate these services’ worth to clients.

This is made easier by Salesforce so you can concentrate on building custom security solutions. You’re new or just getting started in cybersecurity sales, you need to invest in the right knowledge, networking and tools like Salesforce. And you have Salesforce as a ally that allows you to monitor, iterate, and develop client relationships that are indestructible, and get you where you want to go.