Key Responsibilities:

1. Sales & Revenue Growth

• Develop and execute a strategic sales plan for the assigned Line of Business (Assessment, GRC, or MDR).
• Own the sales pipeline, ensuring consistent lead generation, deal closures, and revenue growth.
• Achieve and exceed quarterly and annual sales targets.

2. Client Relationship & Account Management

• Build and maintain strong relationships with key enterprise clients, acting as a trusted cybersecurity advisor.
• Drive upsell and cross-sell opportunities within existing accounts.
• Work closely with customers to understand their security challenges and regulatory requirements, positioning appropriate solutions.

3. Solution Selling & Consultative Approach

• Conduct C-level engagements and consultative sales discussions with enterprise customers.
• Collaborate with Presales & Technical Teams to design and propose tailored cybersecurity solutions.
• Respond to RFPs/RFIs, prepare proposals, and lead contract negotiations.

4. Market & Industry Engagement

• Keep up to date with cybersecurity trends, regulatory changes, and industry developments.
• Participate in cybersecurity conferences, webinars, and industry events to enhance brand positioning.
• Work with Marketing teams to develop sales campaigns and customer awareness programs.

5. Internal Collaboration & Reporting

• Coordinate with Presales, Delivery, and Technical Teams to ensure seamless service delivery and client satisfaction.
• Maintain accurate sales records, CRM updates (Salesforce, HubSpot, etc.), and sales forecasts.
• Provide regular reports and insights to leadership on market trends, competitor analysis, and business opportunities.

Required Skills & Knowledge:

Sales & Account Management:

• Experience in B2B enterprise sales for cybersecurity services.
• Strong expertise in Key Account Management (KAM) and client relationship building.
• Proven track record of upselling, cross-selling, and revenue growth.
• Ability to develop and execute sales strategies for cybersecurity services.

Cybersecurity & Domain Expertise:

• For Assessment LOB: Understanding of VAPT (Vulnerability Assessment & Penetration Testing), Red Teaming, Security Audits.
• For GRC LOB: Knowledge of ISO 27001, SOC 2, GDPR, NIST, PCI-DSS, Risk & Compliance.
• For MDR LOB: Familiarity with SIEM, SOAR, Threat Intelligence, Incident Response, SOC Operations.

Industry & Market Knowledge:

• Experience working with BFSI, IT, Healthcare, Government, or large enterprises.
• Understanding of cybersecurity regulatory and compliance requirements in India.
• Ability to position cybersecurity solutions as a business enabler for clients.

Negotiation & Stakeholder Management:

• Strong C-level engagement and ability to present cybersecurity solutions to senior stakeholders.
• Expertise in contract negotiation, RFP/RFI responses, and proposal writing.
• Ability to work with internal teams (presales, delivery, marketing) for customer success.

Tools & Technology Proficiency:

• Experience using CRM tools (Salesforce, HubSpot, Zoho) for account tracking.
• Knowledge of cybersecurity tools relevant to each LOB (SIEM, GRC tools, Penetration Testing frameworks, etc.).

Soft Skills & Leadership:

• Excellent communication, persuasion, and presentation skills.
• Ability to work in a target-driven environment with revenue accountability.
• Strong problem-solving and consultative selling approach.

Experience:

• Overall Experience: 6–10 years in enterprise sales, account management, or business development in the cybersecurity or IT services industry.
• Cybersecurity Sales Experience: At least 4+ years of hands-on experience in selling cybersecurity services (Assessment, GRC, or MDR).
• Industry-Specific Experience: Prior experience handling accounts in BFSI, IT, Healthcare, Government, or Large Enterprises is preferred.
• Client Engagement & Revenue Responsibility
• Proven track record in managing enterprise accounts, driving revenue, and achieving/exceeding sales targets.
• Experience in C-level stakeholder management, RFP/RFI handling, and consultative selling.
• Regional Experience: Experience working in India (West, North, or Pan-India) with a strong enterprise network.