Business Development Manager - Cybersecurity Services & Solutions

Job Title: Business Development (Manager/ Sr. Manager) – Cybersecurity Services & Solutions

Experience:

About the Role

Business Development Managers (BDMs)

This role is ideal for hunters who enjoy strategic prospecting, consultative selling, and are energized by building a robust sales pipeline from scratch.

Key Responsibilities

Revenue Ownership & Sales Target Achievement

• Own and exceed annual revenue quota of

  ₹8–12 Cr

  .
• Drive consistent

  quarterly performance

  across new business, renewals, and upsell opportunities.
• Maintain

  6–8x pipeline coverage

  with disciplined and proactive sales activity.
• Deliver accurate

  weekly, monthly, and quarterly forecasts

  to sales leadership.

Hunting & New Logo Acquisition

• Identify and convert

  new logos

  in targeted industry verticals.
• Execute outbound prospecting via

  cold calls, LinkedIn outreach, events, and networking

  .
• Develop

  account-based prospecting strategies

  tailored to top targets.

Enterprise Sales Execution

• Run full sales lifecycle:

  discovery → qualification → solutioning → proposal → negotiation → closure

  .
• Engage with

  CISOs, CIOs, Risk Heads, and IT leaders

  to position cybersecurity solutions effectively.
• Utilize

  value-based and consultative selling

  to align solutions with customer pain points.

Account Expansion & Customer Success

• Build

  multi-threaded relationships

  within client organizations.
• Drive

  Quarterly Business Reviews (QBRs)

  and promote cross-sell/upsell across:

• SOC Services

• GRC

• Cybersecurity Awareness SaaS

• Threat Intelligence & DFIR

• Ensure renewals and high satisfaction through collaboration with delivery teams.

Internal Collaboration & GTM Ecosystem

• Work closely with

  Pre-Sales

  for demos, PoVs, and technical discussions.
• Partner with

  Marketing

  on campaigns, webinars, and ABM initiatives.
• Leverage

  Alliances & Channel Ecosystem (MSPs, SIs, OEMs)

  for joint GTM.
• Feed

  market intelligence and competitor insights

  back to refine GTM strategy.

Sales Discipline & Reporting

• Maintain CRM hygiene (

  Salesforce / HubSpot

  ) with up-to-date pipeline and contact info.
• Track and report on

  pipeline health, deal progression, forecast accuracy

  .
• Ensure all

  proposals, pricing, and contracts

  are compliant with internal processes.

Thought Leadership & Representation

• Represent the company at

  cybersecurity conferences, forums, and CXO roundtables

  .
• Contribute to

  case studies, success stories, and client testimonials

  .
• Stay updated on

  emerging threats, tech trends, and regulatory shifts

  .

Qualifications and Education Requirements

Must-Have:

• Bachelor's Degree in:

• Engineering (CS / IT / Electronics)

  OR

• Business Administration / Management

  OR

• Any equivalent degree

  with relevant sales or tech experience.

• Minimum 5-12 years of relevant B2B sales experience, ideally in cybersecurity, IT services, or enterprise SaaS.

Good-to-Have:

• MBA / PGDM

  in Sales, Marketing, Strategy, or IT Management (Tier-1/Tier-2 preferred).
• Cybersecurity knowledge or certifications (preferred but not mandatory):

• CISM / CISA

• CompTIA Security+ / CCSP