LDS Infotech Pvt Ltd
Website:
ldsinfotech.com
Job details:
Job Description
SBU Head – Cybersecurity Sales
Department: Sales & Marketing - Cybersecurity
No. of Positions: 1
Location: Mumbai / Bangalore
Reporting To: Managing Director
Direct Reports: Cybersecurity Sales Team, Presales/Technical Security Team and associated support functions
Job Description:
1. Business & Revenue Ownership
- Own the overall Cybersecurity SBU revenue and profitability across PAN India.
- Be responsible for achieving the annual cybersecurity business target of INR 80-100 Crores.
- Develop annual, quarterly and monthly revenue plans aligned with organizational business objectives.
- Drive predictable and sustainable revenue growth through new customer acquisition, account expansion and cross-selling.
- Monitor SBU profitability, gross margins, deal economics and contribution margins.
- Identify opportunities to increase wallet share within existing accounts.
- Develop strategies for recurring revenue through managed security services, subscriptions, renewals and annual contracts.
- Ensure revenue achievement is supported by healthy collections and commercial discipline.
2. Cybersecurity Sales Strategy
- Develop and execute a comprehensive PAN India Cybersecurity Sales Strategy.
- Identify high-growth cybersecurity segments and prioritize them based on market demand and business potential.
- Define the SBU's go-to-market strategy covering various verticals such as Enterprise, Mid-Market, SMB, BFSI, Manufacturing, Education, Government/PSU, IT/ITES and Other strategic verticals
- Develop account acquisition strategies for strategic customers.
- Establish a structured approach for hunting, farming and account expansion.
- Identify emerging cybersecurity technologies and convert them into commercially viable offerings.
- Create solution bundles combining cybersecurity products, professional services and managed services.
- Develop competitive strategies around pricing, technology, capabilities, certifications, implementation expertise and service differentiation.
- Establish sales methodologies, qualification processes and opportunity governance for the SBU.
3. Sales Leadership & Team Management
- Lead, mentor and develop the Cybersecurity Sales and Presales/Technical teams.
- Manage and drive performance of 10+ sales professionals and 10+ cybersecurity technical/presales professionals.
- Define individual KRAs, targets and measurable performance metrics.
- Conduct regular one-on-one reviews, pipeline reviews and performance discussions.
- Build a high-performance sales culture focused on new customer acquisition, pipeline creation, conversion, Revenue achievement, Gross Margin, Customer retention & Collections, etc.
- Identify skill gaps and implement structured training and development programs.
- Coach sales managers and account managers on enterprise selling, negotiation and solution positioning.
- Build succession plans and develop future sales leaders.
- Take corrective action where performance is consistently below expectations.
4. Pipeline & Forecast Management
- Own the complete cybersecurity sales funnel from lead generation to order closure and collections.
- Ensure sufficient pipeline coverage against annual and quarterly targets.
- Establish minimum pipeline coverage ratios for the team.
- Conduct weekly pipeline and forecast reviews.
- Track new leads, qualified opportunities, opportunity value, sales stages, probability, expected closure, competitor, decision maker, next action & expected billing.
- Ensure all opportunities are accurately updated in CRM.
- Maintain reliable monthly and quarterly sales forecasts.
- Identify pipeline gaps early and initiate corrective action.
- Establish deal review mechanisms for large and strategic opportunities.
5. Enterprise & Strategic Account Management
- Personally manage and develop relationships with key CXO-level stakeholders and strategic customers.
- Build relationships with CIOs, CISOs, CTOs, IT Head, Information Security Heads, Procurement Heads, Business Heads, etc.
- Develop strategic account plans for high-value customers.
- Identify opportunities for cross-selling and upselling across the complete cybersecurity portfolio.
- Drive multi-year contracts and strategic engagements wherever commercially viable.
- Participate in critical customer meetings, presentations, negotiations and closures.
- Act as an escalation point for strategic cybersecurity customers.
6. Cybersecurity Solution & Portfolio Management
The SBU Head will be responsible for developing and driving the organization's cybersecurity solution portfolio across areas including Network Security, Endpoint Security, Data Security, Email Security, Identity & Access Security, Application & Cloud Security, Security Assessment & Services, etc.
The SBU Head will continuously evaluate the portfolio based on market demand, customer requirements, competitive landscape, OEM capabilities and revenue potential.
7. OEM & Vendor Management
- Build and maintain strong relationships with strategic cybersecurity OEMs and technology partners.
- Develop joint business plans with key vendors.
- Drive vendor-led revenue growth and joint GTM initiatives.
- Ensure the organization maintains appropriate certifications and partner competencies.
- Develop joint account mapping with OEMs.
- Conduct regular business reviews with strategic vendors.
- Evaluate and onboard new cybersecurity technologies where there is a clear business opportunity.
- Ensure vendor dependency does not adversely impact customer relationships or business continuity.
8. Channel & Partner Development
- Identify and develop strategic channel partners, system integrators, consultants and technology partners.
- Build a cybersecurity partner ecosystem to expand geographic reach.
- Develop referral and co-selling relationships.
- Create partner-led opportunity generation programs.
- Establish partner enablement programs covering cybersecurity solutions and services.
- Monitor partner performance and contribution to revenue.
9. Technical Team Coordination:
- Ensure close alignment between Sales and Technical teams.
- Establish clear processes for requirement discovery, solution design, BOM creation, Technical presentations, POCs, Demos, RFP/RFQ responses, Technical proposal, etc.
- Review large and strategic solution proposals before submission.
- Ensure proposed solutions are technically viable and commercially sustainable.
- Bridge the gap between customer business requirements and technical cybersecurity solutions.
10. New Business Development
- Develop a structured new-logo acquisition strategy for cybersecurity.
- Identify target accounts and high-potential markets.
- Build a strong prospecting engine through CXO connects, Field meetings, Events, Webinars, OEM campaigns, Partner referrals, Digital campaigns, Account-based marketing, etc.
- Establish monthly field-call and customer-engagement targets.
- Personally participate in strategic prospect meetings.
- Develop relationships with prospective customers before active procurement cycles.
- Drive large-ticket cybersecurity opportunities from identification through closure.
11. Cross-Selling & Account Expansion
- Leverage the organization's existing customer base to create cybersecurity opportunities.
- Work closely with other SBUs / Business Leaders / Regional Heads.
- Identify cybersecurity opportunities within existing accounts.
- Create cross-SBU selling motions.
- Develop bundled solutions combining cybersecurity with cloud, infrastructure and managed services.
- Establish account penetration targets for strategic customers.
12. Marketing & Demand Generation
- Work with the Marketing team to develop cybersecurity-focused campaigns.
- Define annual cybersecurity marketing priorities.
- Develop campaigns around key cybersecurity solutions and industry challenges.
- Participate in Cybersecurity events, CXO roundtables, Webinars, Workshops, partner events, customer awareness programs, etc.
- Collaborate with OEMs for joint marketing initiatives.
- Ensure marketing-generated leads are properly qualified and converted into opportunities.
- Build the organization's cybersecurity brand presence in the market.
193. Strategic Business Development
- Identify new cybersecurity business opportunities, markets and technologies.
- Evaluate opportunities to launch new cybersecurity services.
- Develop recurring revenue models.
- Identify opportunities for managed security services and subscription-based offerings.
- Explore strategic alliances and partnerships.
- Develop long-term plans for making the Cybersecurity SBU a significant contributor to overall company revenue.
- Present strategic recommendations and investment requirements to the Managing Director.
Candidate Profile:
1. Educational Qualifications
- Bachelor's degree in Computer Science, Information Technology, Cybersecurity, Information Security, Electronics or related field.
- MBA/PGDM in Sales, Marketing or Business Management will be an advantage.
- Cybersecurity certifications such as CISSP, CISM, CISA, CEH, CCSP or relevant OEM certifications will be an advantage.
2. Experience
- 12–18 years of overall experience in IT/Technology sales.
- Minimum 6+ years of experience in Cybersecurity Sales.
- Minimum 5 years of sales leadership/management experience.
- Proven experience managing a team of 10+ sales and/or presales professionals.
- Strong track record of achieving large cybersecurity sales targets.
- Experience managing PAN India enterprise accounts will be preferred.
- Strong experience in enterprise cybersecurity solution selling.
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