Role & responsibilities
- Strong understanding of Cybersecurity products, solutions and market trends.
- Consultative and value-based selling capability with the ability to engage CISO/CXO stakeholders.
- Strong understanding of techno-commercial solutioning, TCO, pricing, licensing, BoM/BoQ and commercial negotiations.
- Ability to translate technical cybersecurity capabilities into business value, risk reduction and ROI.
- Strong product positioning, competitive analysis and GTM strategy skills.
- Excellent communication, presentation, negotiation and stakeholder-management skills.
- Strong pipeline management, forecasting and CRM discipline.
Entrepreneurial mindset with the ability to identify new markets, customers, partners and cybersecurity product opportunities.
Principal Accountabilities :
- Drive new business development and cybersecurity sales by identifying target accounts, market opportunities, customer pain points and high-value cybersecurity use cases across enterprises, BFSI, Telecom, Government, Healthcare, Manufacturing and other regulated sectors.
- Own the end-to-end sales lifecycle from prospecting, qualification, discovery and solution positioning through proposal, negotiation, closure and account expansion, achieving defined revenue, order-booking and pipeline targets.
- Develop and execute GTM strategies for cybersecurity products and solutions, including Network Security, SOC/SIEM/XDR, IAM/PAM, Cloud Security, SASE/SSE, AppSec, Data Security, OT/IoT, Zero Trust and AI Security.
- Drive techno-commercial selling by understanding customer requirements and coordinating with Pre-Sales/Architects to develop solution scope, BoM/BoQ, sizing, licensing, TCO, pricing, commercials and value propositions aligned to customer business outcomes.
- Build and manage relationships with CISOs, CIOs, CTOs, business leaders, OEMs, technology partners and system integrators, while developing strategic accounts, cross-sell/up-sell opportunities and long-term customer relationships.
- Lead product and solution positioning, including product demonstrations, workshops, PoC/PoV coordination, competitive analysis, business cases and differentiation against competing cybersecurity technologies.
- Own sales governance and business performance, including pipeline development, forecasting, CRM discipline, opportunity progression, partner management, order closure, revenue realization and continuous identification of new cybersecurity products and market opportunities.
- 815 years of experience in Cybersecurity Sales, Business Development, Solution Sales, Product Sales or Technology Sales.
- Proven experience in selling cybersecurity products, solutions or managed security services to enterprise customers.
- Experience managing large enterprise accounts, strategic opportunities and complex sales cycles.
- Demonstrated experience in pipeline creation, revenue generation, account development and achieving sales/order-booking targets.
Experience working with cybersecurity OEMs, distributors, technology partners and system integrators.
