SBU Head (Special Business Unit) Cyber Security Sales

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.