Head of Sales - Cyber Security

TECEZE Chennai, Tamil Nadu, India (On-site)

About Teceze — Cyber Defense & Resiliency

Teceze is a global Digital Innovation & Excellence company with dual headquarters in London and Charlotte, 13+ years of industry expertise, $85M in annual revenue, and operations across 95+ countries. Our Cyber Defense & Resiliency practice delivers end-to-end managed security services, combining AI-driven threat detection, advanced SOAR automation, and deep advisory expertise to protect enterprises against evolving cyber threats.

Our cybersecurity capabilities include 50+ managed security engagements, 100,000+ endpoints secured, 5,000+ security devices monitored, and 4+ global SOC locations ingesting 1TB+ of logs daily across 3+ NextGen SIEM technologies. We employ 50+ dedicated cybersecurity experts, including 10+ certified advisors (CISSP, CISA, CISM, OSCP), and serve clients across 30+ countries spanning financial services, healthcare, pharma, retail, energy, government, and technology sectors.

Teceze holds ISO 27001, ISO 9001, ISO 14001, and ISO 45001 certifications, Cyber Essentials Plus, and is pursuing SOC 2 Type 2 (Q1 2026). We maintain strategic technology partnerships with leading security vendors and align our delivery to NIST, CIS, ISO 27001, and MITRE ATT&CK frameworks.

Role Purpose

The Head of Sales — Cybersecurity Services will be the commercial leader responsible for driving $20 million USD in annual revenue from Teceze's Cyber Defense & Resiliency portfolio. This is a senior leadership role requiring an individual who can build and scale a cybersecurity-focused go-to-market engine, develop trusted relationships with CISOs, CIOs, and security leaders at enterprise and mid-market organisations, and close complex managed security services deals.

The individual will own the full sales cycle from pipeline creation through deal closure, working closely with Teceze's cybersecurity practice leadership, SOC delivery teams, and GSI partners. This role is instrumental to Teceze's strategic ambition to establish itself as a leading global MSSP and cyber advisory partner.

Key Responsibilities

1. Cybersecurity Sales Strategy & Revenue Ownership

Own and deliver the $20M annual cybersecurity revenue target with clear quarterly milestones, monthly forecasting, and weekly pipeline reviews
Develop and execute a cybersecurity-specific go-to-market strategy across direct enterprise sales, GSI partner channels (HCL, Infosys, Accenture, Wipro, NTT, Capgemini), and MSSP marketplace positioning
Define regional sales plans covering EMEA, North America, APAC, and Middle East aligned to Teceze's SOC locations and delivery footprint
Build a balanced pipeline across new logo acquisition (45%), existing account expansion (35%), and managed services renewals (20%)
Set pricing strategy and commercial models for recurring MSSP services, project-based VAPT, and retainer-based advisory engagements

2. CISO & Enterprise Relationship Development

Develop and maintain trusted advisor relationships with CISOs, CIOs, VPs of Security, and IT Directors at target enterprise and mid-market accounts
Position Teceze as a strategic MSSP partner through executive briefings, security workshops, and complimentary posture assessments
Build a CISO advisory network and community engagement programme to generate demand and establish thought leadership
Leverage Teceze's complimentary Cybersecurity Posture Assessment as a door-opener and pipeline acceleration tool

3. GSI & Channel Partner Development

Serve as the senior commercial owner for cybersecurity within Teceze's GSI partner ecosystem, driving joint pursuit of managed security opportunities
Develop joint business plans with GSI security practice leaders to align on target accounts, revenue commitments, and co-sell activities
Identify and onboard new channel partners including VARs, security-focused consultancies, and technology alliance partners
Represent Teceze at cybersecurity industry events (RSA, Black Hat, Infosecurity Europe, Gartner Security Summit) and partner QBRs

4. Deal Leadership & Solution Selling

Personally lead and close complex managed security engagements valued at $500K–$3M+, including multi-year MSSP contracts
Orchestrate cross-functional pursuit teams including cyber pre-sales consultants, SOC architects, delivery leadership, and legal
Drive consultative selling using risk-based value propositions, aligning Teceze's capabilities to NIST, CIS, MITRE ATT&CK, and client-specific compliance requirements
Manage RFP/RFI responses, security solution presentations, proof-of-value engagements, and commercial negotiations
Ensure seamless deal-to-delivery handovers with clear SOWs, SLA commitments, onboarding plans, and SOC integration timelines

5. Team Leadership & Sales Enablement

Recruit, develop, and lead a high-performing cybersecurity sales team of 8–12 including Regional Sales Managers, Business Development Managers, and Cyber Pre-Sales Consultants
Build cybersecurity-specific sales enablement assets including service playbooks, competitive battle cards, ROI calculators, and objection handling guides
Implement a rigorous sales methodology (e.g., MEDDPICC or Challenger) tailored to cybersecurity buying cycles and multi-stakeholder decision processes
Foster deep cybersecurity domain knowledge across the sales team through ongoing training, vendor certifications, and threat landscape briefings

6. Market Intelligence & Thought Leadership

Monitor the cybersecurity competitive landscape including MSSPs (Secureworks, Arctic Wolf, Sophos, ReliaQuest), GSI security practices, and boutique advisory firms
Track emerging trends in AI-driven security, XDR convergence, SASE/ZTNA, zero trust, and regulatory changes (NIS2, DORA, SEC cyber rules)
Partner with Marketing to produce thought leadership content, threat briefings, webinars, and cybersecurity case studies
Leverage Teceze's proven case studies across pharma, healthcare, SaaS, research, and community sectors to build compelling proposals

7. Sales Operations & Governance

Maintain CRM hygiene and pipeline accuracy with weekly forecasting reviews and monthly business reviews with the CEO/COO
Report on revenue performance, pipeline health, win rates, average deal size, sales cycle duration, and cost of sale
Manage the cybersecurity sales P&L including team costs, event sponsorships, and business development expenditure
Ensure compliance with Teceze's ISO-certified governance frameworks and data handling standards throughout the sales process

Key Performance Indicators (KPIs)

KPI

Target

Annual Revenue Closed

$20M USD

Qualified Pipeline (3.5x coverage)

$70M+ rolling

New Logo Wins

20–30 per year

Average Deal Size (Managed Services)

$500K–$3M+

Average Deal Size (Advisory/VAPT)

$100K–$500K

Win Rate (qualified opportunities)

≥35%

Sales Cycle Duration (MSSP)

90–150 days

Sales Cycle Duration (Advisory/VAPT)

30–60 days

Managed Services Renewal Rate

≥90%

Client Satisfaction (post-sale NPS)

≥55

Team Retention Rate

≥85%

Forecast Accuracy

≥80% at 90-day horizon

Required Qualifications & Experience

Essential

12+ years of progressive sales experience in cybersecurity or IT security services, with at least 5 years in a senior sales leadership role
Demonstrable track record of personally closing $10M+ annually in cybersecurity managed services, MSSP, or security consulting deals
Deep domain expertise across managed SOC/SIEM, EDR/MDR/XDR, vulnerability management, penetration testing, and security advisory services
Proven ability to engage and influence CISOs, CIOs, and VP-level security buyers through consultative, risk-based selling
Experience selling cybersecurity services through GSI partner ecosystems (HCL, Infosys, Accenture, Wipro, NTT, or equivalent) or channel/VAR networks
Track record of building and leading cybersecurity sales teams of 5+ across multiple geographies
Strong understanding of security frameworks including NIST CSF, CIS Controls, MITRE ATT&CK, ISO 27001, and compliance regimes (Cyber Essentials, SOC 2, GDPR, HIPAA, NIS2, DORA)
Experience structuring multi-year managed security services contracts with recurring revenue models
Excellent executive presence with the ability to present to boards and C-suite on cyber risk and investment
Bachelor's degree in Business, Technology, Cybersecurity, or related field

Highly Desirable

Security industry certifications such as CISSP, CISM, CISA, or equivalent
Experience working with or for an MSSP, MDR provider, or cybersecurity-focused services company in a growth phase
Knowledge of SIEM platforms (Microsoft Sentinel, Splunk, QRadar, Chronicle), EDR tools (SentinelOne, CrowdStrike, Microsoft Defender), and SOAR technologies
MBA or Master's degree
Established CISO/security leader network within the UK, US, and/or Middle East markets
Experience selling into regulated industries: financial services, healthcare, pharma, and government
Familiarity with AI/ML-driven security operations, XDR convergence, and SASE/ZTNA architectures

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