Product Cyber Security-Business Development

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.