Website:
kestrelsec.com
Job details:
Role Overview:
KestrelSec is looking for a Business Development Manager – Cybersecurity to own and grow our revenue pipeline across targeted enterprise verticals. This is a customer-facing role and you will bring existing relationships in key verticals—BFSI, Government / PSU, Healthcare, IT/ITeS, or Manufacturing—and the technical credibility to hold meaningful conversations with CISOs, IT heads, and procurement decisionmakers.
Key Responsibilities:
- Pipeline Development & Revenue Ownership: Own the end-to-end sales cycle for KestrelSec's cybersecurity portfolio—VAPT, SOC-as-a-Service, cloud security, managed security services, and compliance consulting. Build and manage a healthy, qualified pipeline and deliver against quarterly and annual revenue targets.
- Vertical Account Development: Develop and deepen relationships within 2–3 assigned industry verticals (e.g., BFSI, Government / PSU, Healthcare, IT/ITeS). Map key stakeholders, identify buying cycles, and position KestrelSec as the trusted security partner of choice within each account.
- Customer Engagement & Discovery: Lead structured discovery conversations with CISOs, IT Heads, CIOs, and procurement stakeholders. Identify security pain points, compliance pressures, and budget triggers. Convert business conversations into qualified opportunities with technical depth.
- Pre-Sales & Solution Positioning: Collaborate with the technical team to craft compelling, tailored proposals. Confidently articulate KestrelSec's value proposition, competitive differentiators, and ROI narrative in both executive and technical settings. Participate in and sometimes lead solution presentations and POC discussions.
- RFP, Tender & Bid Management: Own the technical and commercial response for enterprise RFPs and Government / PSU tenders. Co-ordinate with technical teams on solution design and compliance matrices. Ensure bids are submitted on time, are commercially sound, and are technically differentiated.
- Partner & Ecosystem Engagement: Identify and develop channel, OEM, and system integrator partnerships that extend KestrelSec's reach within target verticals. Jointly pursue opportunities with technology partners (e.g., OEM security vendors, cloud providers, CERT-In empanelled partners).
- Market Intelligence & Competitive Positioning: Track competitor activity, pricing trends, and regulatory developments (CERT-In directives, DPDP Act, NCIIPC, sector-specific IRDAI / RBI / SEBI cybersecurity mandates) that affect buying behaviour in target verticals. Feed insights back to leadership and the pre-sales team.
- CRM, Forecasting & Reporting: Maintain accurate opportunity data, pipeline hygiene, and activity records in the CRM. Provide weekly pipeline updates and monthly forecasts to sales leadership. Flag risks early and propose mitigation.
Qualification & Technical Profile:
- Education: Bachelor's degree in Computer Science, Information Technology, Business, or a related discipline. MBA is an advantage.
- Domain Knowledge: Solid working knowledge of the cybersecurity landscape—VAPT, SOC/SIEM, EDR/XDR, cloud security, Zero Trust, Identity & Access Management, and compliance frameworks (ISO 27001, NIST, CERT-In, DPDP Act). Enough technical depth to hold credible conversations with CISOs without a pre-sales engineer in the room.
- Sales & BD Experience: 5–10 years in a cybersecurity pre-sales, business development, or solution sales role. Demonstrated track record of closing mid-to-large enterprise or Government deals. Experience managing long, multi-stakeholder sales cycles in Indian markets is essential.
- Vertical Relationships: Existing, active relationships with decision-makers (CISOs, IT Heads, CIOs, Procurement) in one or more of: BFSI, Government / PSU, Healthcare, IT/ITeS, or Manufacturing. The ability to walk in the door—not just knock on it—is a key differentiator for this role.
- Government & Tender Experience: Familiarity with Government / PSU procurement frameworks— GeM, CPPP, NIC/MeitY empanelment processes, and DGS&D rate contracts. Understanding of CERTIn audit empanelment requirements is a plus.
- Communication & Presentation: Excellent verbal and written communication in English and Hindi. Comfortable presenting to C-suite executives, Government officials, and mixed technicalcommercial audiences. Strong proposal writing and executive summary skills.
- Certifications (Preferred): CompTIA Security+, CEH, CISSP, or equivalent cybersecurity credentials. Cloud familiarity (AWS / Azure fundamentals) is a plus. Sales certifications (Challenger, MEDDIC, or equivalent) are welcomed.
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