Business Development Manager Cyber Security Services
Company: Teceze
Function: Sales / New Business Acquisition
Role Type: Individual Contributor (Hunter Role)
Location: Onsite
Travel: Up to 50% (domestic and/or international)
Role Summary
Teceze is looking for a high-performing Business Development Manager (BDM) Cyber Security Services to drive new revenue growth across target markets.
The ideal candidate has strong experience selling cyber security services and a proven track record of generating at least USD $5M in annual revenue, specifically across services such as SOC (Security Operations Center), EDR, DLP, IAM, and Application Security.
This is a hunter, individual contributor role focused on outbound prospecting, pipeline creation, and closing new business, with support from presales and delivery teams.
Key Responsibilities
1. New Business Acquisition Cyber Security
- Own the end-to-end sales cycle for cyber security services: prospecting, qualification, solution positioning, proposal, negotiation, and closure.
- Achieve a minimum of USD $5M in annual new revenue through new logos and strategic expansions.
- Develop and execute territory and account plans targeting mid-market and enterprise customers.
2. Outbound Prospecting & Lead Generation
- Drive outbound prospecting via cold calls, email campaigns, LinkedIn outreach, events, and partner networks.
- Identify and engage key decision-makers and influencers (CISO, CIO, Head of Security, IT Director, Risk & Compliance, Procurement, etc.).
- Build and maintain a 3x4x pipeline against the annual revenue target.
3. Solution Selling Cyber Security Portfolio
Position and sell Teceze's cyber security offerings, including but not limited to:
- SOC Services (Managed SOC, SIEM, 24x7 monitoring, incident response)
- EDR (Endpoint Detection & Response)
- DLP (Data Loss Prevention)
- IAM (Identity & Access Management)
- Application Security (AppSec testing, SAST/DAST, secure SDLC, code review)
Responsibilities include:
- Understanding customer security posture, pain points, compliance requirements, and risk appetite.
- Working with presales/SMEs to shape value-driven solutions and tailor proposals.
- Clearly articulating business value, risk reduction, and compliance benefits of Teceze's services.
4. Client Engagement & Travel
- Spend up to 50% of time travelling to meet clients and prospects in person.
- Conduct discovery workshops, executive presentations, PoV/PoC discussions, and steering meetings.
- Build long-term, trusted relationships and establish Teceze as a strategic cyber security partner.
5. Commercials, Negotiation & Deal Management
- Develop commercial proposals, pricing models, and deal structures aligned with company guidelines.
- Lead contract negotiations (MSA, SOWs, SLAs) in collaboration with legal, finance, and delivery teams.
- Ensure deals are structured for profitable growth with clear transition and delivery plans.
6. Forecasting, Reporting & Collaboration
- Maintain accurate and up-to-date opportunities, pipeline stages, and forecasts in the CRM.
- Provide regular updates and reports on pipeline, key deals, risks, and support needed.
- Collaborate closely with marketing, presales, delivery, and leadership on campaigns, solution enhancement, and account strategy.
Key Requirements
Experience
- 712+ years of total experience in IT services / security services sales.
- Minimum 35+ years focused specifically on Cyber Security Services (SOC, MDR/EDR, DLP, IAM, AppSec, etc.).
- Demonstrated track record of consistently generating USD $5M+ in annual new revenue.
Skills & Knowledge
- Strong hunter profile with hands-on outbound prospecting and cold outreach experience.
- Deep understanding of:
- SOC operating models, detection & response, SIEM, SOAR
- EDR platforms and managed endpoint security
- DLP technologies and data protection strategies
- IAM (SSO, MFA, PAM, lifecycle management)
- Application security concepts and tools (SAST, DAST, code review, DevSecOps)
- Familiarity with compliance and regulatory frameworks (e.g. ISO 27001, SOC2, GDPR, PCI-DSS) is a plus.
- Comfort dealing with complex, multi-stakeholder sales cycles at enterprise level.
Soft Skills
- Excellent communication, presentation, and negotiation skills at CXO and senior leadership level.
- Strong consultative selling and value-selling capability.
- High energy, self-driven, and comfortable operating as an individual contributor with full ownership of target.
- Strong relationship-building, stakeholder management, and influencing skills.
- Willingness and ability to travel up to 50%.
Tools & Education
- Proficient with CRM tools (Salesforce, HubSpot, Zoho, etc.) and MS Office (PowerPoint, Excel, Word).
- Comfortable using LinkedIn Sales Navigator and other prospecting tools.
- Bachelor's degree required; MBA or relevant security certifications (e.g. CISSP, CISM even as awareness) are a plus.
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