ABOUT THE ROLE
We are a leading Value-Added Reseller (VAR) of enterprise cybersecurity solutions, seeking a high-impact Techno commercial - Business Development Manager to drive revenue growth across mid to large enterprise accounts in the Mumbai region. This is a hunter role for a results-oriented sales professional with deep domain expertise in cybersecurity and an established network across enterprise decision-makers.
KEY RESPONSIBILITIES
- Identify, prospect, and develop new enterprise accounts (500+ employees) in the Mumbai region across BFSI, Manufacturing, IT/ITeS, Healthcare, and Government verticals.
- Drive end-to-end sales cycles for cybersecurity solutions including ZTNA, SASE, Email Security, EDR, NGFW, Backup & Recovery, and AI-powered security platforms.
- Build and manage a strong pipeline through direct outreach, partner ecosystem engagement, and industry events.
- Engage C-level and senior IT leadership (CISO, CTO, IT Heads) to position solutions that address business-critical security challenges.
- Collaborate with OEM/vendor partner teams and pre-sales engineers to craft compelling solution proposals and PoC engagements.
- Negotiate and close commercial agreements; ensure deal profitability within agreed margin thresholds.
- Achieve and exceed quarterly and annual revenue targets.
- Maintain accurate pipeline forecasting and CRM hygiene.
- Stay current on the evolving threat landscape, competitive positioning, and emerging cybersecurity technologies.
REQUIRED QUALIFICATIONS
- Minimum 5 years of B2B cybersecurity sales experience with a VAR, MSSP, or OEM in the Mumbai market.
- Complete understanding of Cyber security concepts and use cases for above technologies to strongly position the portfolio, qualify, and propose right solution based on customer's EBANT and have value driven approach.
- Proven track record of selling ZTNA, SASE, Email Security, EDR, NGFW, Backup, and/or AI Security to mid-to-large enterprises.
- Demonstrated ability to consistently meet or exceed annual quotas of ₹5 Cr+ in cybersecurity product/solution revenue.
- Deep familiarity with enterprise procurement cycles, multi-stakeholder decision-making, and RFP/tender processes.
- Strong existing network of CISO, IT Heads, and CXO relationships across Mumbai-based enterprises.
- Experience navigating complex, multi-vendor solution architectures in conjunction with pre-sales and delivery teams.
- Proficiency in sales tools (CRM, pipeline management) and accurate forecasting.
PREFERRED QUALIFICATIONS
- Industry certifications: vendor certifications (Netskope, Palo Alto PCNSE, Zscaler ZCCA, Fortinet NSE, etc.).
- Experience with solution selling frameworks (MEDDIC, Challenger Sale, SPIN).
- Prior experience at a recognized VAR/distributor in the Indian cybersecurity ecosystem.
- Exposure to OEM partnerships and MDF/co-sell programs.
