ARCON
Website:
arconnet.com
Job details:
Location: Mumbai / Delhi
Experience: 10–12 years
Function: Cybersecurity Product Sales
Products: Privileged Access Management (PAM), Identity and Access Management (IAM), Endpoint Privilege Management (EPM), and Security Configuration Management (SCM)
Role Summary
We are looking for an experienced cybersecurity product sales professional to drive enterprise sales for advanced security solutions across PAM, IAM, EPM, and SCM. The ideal candidate will have a strong background in selling cybersecurity platforms to large enterprises, BFSI, government, IT/ITES, manufacturing, and other regulated sectors. This role requires consultative selling, strong customer engagement, partner collaboration, and the ability to position cybersecurity solutions around identity security, privileged access governance, endpoint risk reduction, compliance, and enterprise security posture improvement.
Key Responsibilities
- Own and achieve regional sales targets for cybersecurity products across Mumbai, Delhi, and assigned enterprise accounts.
- Develop and execute account plans for named accounts, new logos, strategic customers, and channel-led opportunities.
- Position PAM, IAM, EPM, and SCM solutions to address customer requirements around access control, privileged account security, governance, compliance, endpoint protection, and configuration risk.
- Build relationships with CISOs, CIOs, CTOs, IT heads, risk leaders, compliance teams, and procurement stakeholders.
- Lead consultative sales discussions, discovery sessions, product presentations, solution workshops, proposals, commercials, and negotiations.
- Work closely with pre-sales, solution architects, product teams, and implementation teams to create customer-specific solution value propositions.
- Drive sales pipeline generation through direct outreach, partner engagement, industry events, webinars, account mining, and executive networking.
- Track market trends, competitor positioning, regulatory drivers, and customer priorities in cybersecurity and identity security.
- Support RFP/RFI responses, proof-of-concept planning, business case development, and commercial closure.
- Ensure customer success by coordinating with delivery and support teams after order closure and identifying upsell or cross-sell opportunities.
Required Experience and Skills
- 10–12 years of overall sales experience, with significant experience in cybersecurity product sales, enterprise software sales, or IT security solution sales.
- Strong understanding of PAM, IAM, EPM, SCM, identity security, access governance, endpoint privilege controls, compliance, audit requirements, and enterprise security architecture.
- Ability to engage with senior customer stakeholders and translate cybersecurity challenges into business value.
- Experience managing full sales cycles including lead generation, qualification, solution positioning, proposal submission, negotiation, closure, and account expansion.
- Strong partner and channel management experience with OEMs, system integrators, distributors, or consulting partners.
- Excellent communication, presentation, negotiation, relationship-building, and executive engagement skills.
- Commercial acumen with experience in pricing, deal structuring, forecasting, and revenue planning.
- Self-driven, target-oriented, and capable of working independently as well as with cross-functional teams.
Education and Preferred Qualifications
- Bachelor’s degree in Engineering, Computer Science, Information Technology, Business, or a related field; MBA is preferred but not mandatory.
Key Performance Indicators
- Achievement of quarterly and annual revenue targets.
- New logo acquisition.
- Qualified pipeline creation and pipeline-to-closure conversion ratio.
- Partner-led opportunity contribution and channel productivity.
- Customer engagement quality, forecast accuracy, and deal closure timelines.
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