Business Development Manager
techorzo · Mumbai · onsite · Posted 50d ago
About a minute. You'll make an account on the way through.
About this role
Job Description – Business Development Manager
Data Security | Cybersecurity | Direct & Partner Sales
Department: Sales
Function: Business Development / Sales
Experience: 8–12 Years
Location: Bangalore / Mumbai
Industry: IT / Cybersecurity / Data Security / Technology Distribution
About the Role
We are looking for an experienced and result-oriented Business Development Manager to drive business growth across Data Security, Encryption, Key Management, Application Security and IT Security solutions. The role will be responsible for developing new business opportunities through a combination of direct end-customer engagement and partner/channel networks.
The ideal candidate should have experience in selling Cybersecurity, Data Security or IT Security
solutions to enterprise customers and/or through channel partners. Candidates with exposure to solutions from Entrust, Utimaco, JISA, Thales, Imperva, Futurex or similar cybersecurity vendors will be preferred.
The candidate will be responsible for identifying new opportunities, developing customer relationships, building the partner ecosystem, generating pipelines and driving revenue from assigned solutions and territories.
Key Responsibilities
1. Direct / End-Customer Sales
• Identify and develop new business opportunities with enterprise and mid-market customers.
• Drive end-customer sales for Data Security and Cybersecurity solutions.
• Understand customer business and security requirements and position appropriate solutions.
• Engage with CISOs, CIOs, CTOs, IT Heads, Security Heads, Data Protection teams and other
technology decision-makers.
• Conduct discovery meetings and identify customer pain points around data security and
application security.
• Work with Presales and technical teams to develop appropriate solution proposals.
• Drive the complete sales cycle from lead generation → qualification → requirement gathering
→ solution positioning → POC → negotiation → closure.
• Maintain a healthy sales pipeline and consistently achieve assigned revenue targets.
2. Partner / Channel Sales
• Develop and manage relationships with System Integrators, Resellers, VARs, MSPs, MSSPs and
IT solution partners.
• Identify, recruit and onboard new channel partners.
• Develop a strong partner network for Data Security and Cybersecurity solutions.
• Drive partner-led opportunities and support partners in customer acquisition.
• Conduct partner meetings, product briefings and enablement activities.
• Work with partners to identify opportunities, develop pipelines and close business.
• Support partners with commercial and technical coordination during the sales cycle.
• Build long-term relationships with key channel partners.
3. Solution & Product Business Development
Develop strong business understanding of solutions around:
• Encryption
• Tokenization
• Key Management
• Data Management
• Data Security
• Application Security
• IT Security
• Hardware Security Modules (HSM)
• Identity & Access Security
• Cryptographic Key Management
• Data Protection
Exposure to products/vendors such as Entrust, Utimaco, JISA, Thales, Imperva and Futurex will be an added advantage.
4. Vendor / OEM Engagement
• Work closely with vendor/OEM teams to develop business opportunities.
• Understand vendor products, positioning, use cases and competitive differentiators.
• Participate in vendor training and enablement programs.
• Coordinate with vendor teams for customer presentations, POCs and technical discussions.
• Develop joint business plans with key vendors and channel partners.
5. Business Development
• Identify new markets, accounts and industry segments.
• Generate leads through direct prospecting, networking, referrals, events and partner ecosystems.
• Develop account plans for strategic customers.
• Track market trends, competitor activities and emerging cybersecurity requirements.
• Build and maintain a strong sales pipeline.
• Prepare regular sales forecasts, pipeline reports and business updates.
Candidate Profile We are looking for candidates with:
• 8–12 years of experience in B2B IT / Cybersecurity / Data Security / Enterprise Technology
Sales.
• Proven experience in Direct Sales, Enterprise Sales and/or Channel/Partner Sales.
• Experience selling technology solutions to enterprise and mid-market customers.
• Strong understanding of the Cybersecurity / Data Security ecosystem.
• Experience working with System Integrators, Resellers, VARs, MSSPs or other channel partners.
• Strong business development and relationship management skills.
• Ability to identify opportunities and independently drive sales cycles.
• Good negotiation, presentation and communication skills.
• Willingness to travel for customer and partner meetings.
Preferred Product / Vendor Experience
Candidates with experience working with or selling solutions from any of the following will be preferred:
Entrust | Utimaco | JISA | Thales | Imperva | Futurex
Candidates from similar cybersecurity/data security companies are also encouraged to apply.
Key Skills
Business Development | Direct Sales | Enterprise Sales | End-Customer Sales | Channel Sales | Partner Sales
| Partner Network Development | Account Management | Lead Generation | Pipeline Management | Solution
Selling | Consultative Selling | Vendor Management | Customer Relationship Management
Key Success Measures
• Achievement of assigned revenue and business targets.
• New customer acquisition.
• Development of active channel/partner network.
• Partner-generated pipeline and revenue.
• Growth of assigned vendor/product portfolio.
• Conversion of qualified opportunities into closures.
• Strong customer and partner relationships.
Ideal Candidate
Cybersecurity Sales + Data Security Knowledge + Direct Enterprise Sales + Channel/Partner
Network + Solution Selling.
The ideal candidate should be able to hunt for new customers, develop partner relationships and sell complex cybersecurity/data security solutions across both direct and indirect sales channels.
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