Commercial Security Lead

Schiphol-Rijk2mo ago

Seniority: Lead

About the role

<blockquote> Turn security expertise into signed deals and long-term customer trust  </blockquote>   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 <ul> <li>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. </li> <li>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. </li> <li>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. </li> <li>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. </li> <li>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. </li> </ul>   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)  <ul> <li><span data-ccp-parastyle="text-start" data-ccp-parastyle-defn="{"ObjectId":"8196cb6b-cd51-5eab-845a-560d08e94671|1","ClassId":1073872969,"Properties":[335551547,"1033",201342447,"5",201342448,"1",469777841,"Times New Roman",469777842,"Times New Roman",469777843,"Times New Roman",469777844,"Times New Roman",469769226,"Times New Roman",335551500,"4278190080",268442635,"24",469775450,"text-start",201340122,"2",134233614,"true",469778129,"text-start",335572020,"1",335559740,"240",201341983,"0",134233118,"true",134233117,"true",469778324,"Normal"]}">Hands-on technical experience in security engineering, security operations, application security, or related domains within enterprise environments. </li> <li>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. </li> <li>Experience designing or contributing to security solutions that balance customer requirements with reusable, standardized security components. </li> <li>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. </li> <li>Familiarity with security-by-design principles, DevSecOps practices, and productized security service models. </li> </ul> Commercial (5+ years of experience)  <ul> <li>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. </li> <li>Experience supporting security-focused sales cycles: opportunity qualification, security solution scoping, proposal development, RfP responses, and presentations. </li> <li>Skilled at translating security capabilities into customer value, supporting pricing and deal structuring decisions, and contributing to win/loss analysis. </li> <li>Comfortable with commercial metrics and frameworks (e.g., MEDDPICC) and able to provide actionable feedback to sales and security proposition teams. </li> <li>Experience working with standardized security service offerings, fixed-price security engagements, or outcome-based security commercial models is a strong advantage. </li> <li>Excellent communication and presentation skills; able to engage confidently with both security teams and business stakeholders, from security engineers to CISOs and C-level executives. </li> <li>Demonstrated ability to build trust quickly, listen actively to security concerns, and adapt messaging to different audiences. </li> <li>Collaborative mindset with experience working across multidisciplinary teams (sales, delivery, product, security engineering). </li> <li>Comfortable giving and receiving feedback, contributing to security proposition evolution, and championing security best practices across the organization. </li> </ul>   About Schuberg Philis  At Schuberg Philis, we specialize in mission-critical IT—systems that simply cannot go down. Our unwavering focus is on delivering IT solutions with 100% uptime and maximum impact, supporting the business processes that keep organizations moving forward.  We work exclusively for enterprises with substantial IT budgets and a clear willingness to outsource (a part of) their mission-critical systems end to end. As a trusted partner to blue-chip organizations across financial services, transport and logistics, asset management, industry, retail, energy, the public sector, and critical infrastructure, we support operations that form the backbone of vital sectors. Our customers include Rabobank, ING, BNP Paribas, APG, KLM, Dutch Railways, TenneT, Enexis, Eneco, Heineken, the Dutch government, Philips, PostNL, and the Port of Rotterdam.  By deeply integrating expertise in Cloud, Data & AI, Software, and Security captured in our value proposition framework, we deliver futureproof solutions that drive tangible business impact. Our autonomous teams combine deep technical know-how with a business-driven mindset, taking full responsibility for the systems that matter most. Through our integrated Plan-Build-Run approach, we co-create solutions with our customers from the first idea through seamless implementation and ongoing operations. By being accountable across every phase—from planning and building to running mission-critical IT—we empower our customers to realize their ambitions and keep their focus on what matters most: their business.  Founded in 2003, we're proudly Dutch, with offices in Amsterdam, Rotterdam, and Eindhoven. Today, more than 450 colleagues collaborate in autonomous teams. This structure ensures that the experts themselves are in the driver's seat and empowered to make decisions that create real value and contribute positively to both people and planet.  Our engineering heritage runs deep. At Schuberg Philis, a "true engineering culture" means giving passionate technologists and architects both the freedom and the responsibility to solve the hardest customer challenges end to end. We put craft, curiosity, and technical depth at the core, raising the bar through robust solutions, rigorous peer review, a culture of experimentation, and the drive to understand not just the "what" but the "why" behind every system.  That same curiosity shapes how we work with our customers. We always look beyond the IT question to understand the business question behind it, because the best technical decisions start with knowing what the business is trying to achieve. By connecting those dots, we offer guidance that strengthens resilience and responsiveness, ensuring technology becomes an enabler instead of a constraint. We thrive on knowledge sharing, hands-on creation, frequent retrospectives, and a shared sense of pride in making things work, especially when others cannot. As engineers, we don't just solve issues, we leave things better than we found them.  Schuberg Philis has built its reputation on what we call the "100% principle", an unwavering dedication to customer satisfaction, technical quality, and reliability. The company is deeply committed to supporting its customers' most essential digital ambitions. Our legendary customer satisfaction record has made us a key technology partner for blue-chip and market-leading organizations within vital industries.  In 2025, Schuberg Philis entered a new strategic phase as majority ownership passed to Bridgepoint, a leading international private equity group, listed in the UK. With offices in Amsterdam, Stockholm and Frankfurt, Bridgepoint's partnership enables us to accelerate international expansion and innovation, while the founders and employees remain deeply involved in the business and its culture. This balance brings fresh resources and global perspective while protecting the continuity of Schuberg Philis's unique culture, values, and commitment to long-term customer relationships.  If you want to learn more about how we approach mission-critical IT, feel free to visit us at schubergphilis.com    Culture & values  Schuberg Philis is defined by a people-focused culture that prioritizes expertise, teamwork, and openness. We are convinced that outstanding customer service starts with strong, empowered, and happy teams—through every project phase and long-term partnership. Hierarchy is kept to a minimum, and bureaucracy is replaced with peer-driven decision making. Our expert teams are autonomous, taking true end-to-end responsibility for delivery and support, and aligned by shared ownership and trust, rather than top-down direction.  As a company of engineers, our DNA combines practical problem solving, high integrity, technological creativity, and the humility to learn and teach every day. The technical bar is set high, but so is our commitment to coaching, knowledge exchange, and "the best idea wins" regardless of role. Diverse thinking is celebrated, and building robust, elegant, and sustainable systems is a source of pride.  We are deeply committed to choosing customers and projects that align with our "Tech for Good" purpose, always considering their broader impact on society. Transparent, sociocratic decision making ensures every voice is heard, and our focus on learning, diversity, and well-being sustains a high-performance, caring culture.    Organizational model  The heart of Schuberg Philis are our Greater Customer Teams (GCTs), which combine the entrepreneurial focus, intimacy, and commitment of a small business with the scale and resources of a top-tier consultancy. Each GCT is built around autonomous, multidisciplinary customer teams that oversee every step of the customer journey: sales, architecture, delivery, and service. Across the company, strategic circles ensure cross-team learning, alignment, and the sharing of technical best practices in areas like technology, business development, and innovation.  Performance and progress are reinforced by continuous peer coaching, honest appraisal, blameless post-mortems, and participative decision making. This model lets us grow while keeping teams connected, nimble, and personally invested in customer outcomes. We believe in learning by doing—our engineers are empowered to experiment with new technologies, share discoveries company-wide, and participate in communities of practice as both teachers and students.    Are you ready to drive commercial growth through technical excellence, translate proposition strategy into customer wins, and help shape the future of our reusable services portfolio? We look forward to connecting.   <div class="content-conclusion">Everyone we work with and consider working with has a right to equal treatment. The hiring and appraisal process at Schuberg Philis is designed to be thorough and equitable, implementing fair payment, benefits, and opportunities across all demographics.    It is our desire to be a company that brings together multiple nationalities, cultures, religions, genders, abilities, and talents within and across our teams. We welcome colleagues from diverse backgrounds to join Schuberg Philis and actively support diversity and inclusion in the tech industry.</div>

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