Role : Pre-Sales Solution Architect- Cyber Security (Technical Presales / Field Solutioning)

Department : Cyber Security

Reports To : Product / Practice Head

Location : Navi Mumbai

Role Overview :

The Cyber Security Solution Specialist is a customer-facing technical role responsible for supporting cybersecurity business growth through consultative engagement and solution positioning.

- The role involves regular field engagement with customers, working alongside Sales and Business Development teams to understand security requirements, recommend appropriate solutions, and support chance progression.
- The specialist actively participates in customer meetings, on-site discussions, and technical engagements, helping generate customer interest, support lead development into qualified opportunities, and contribute to successful deal closures through solution demonstrations and proof-of-concept support.
- This role requires strong technical understanding of cybersecurity solutions along with the ability to engage customers, explain solution value clearly, and support business development efforts.

Key Responsibilities :

1.

Customer

Engagement &

- Requirement Understanding :
- Engage directly with customers through field meetings, on-site discussions, and virtual engagements to understand their security challenges and infrastructure environment.
- Conduct discovery discussions with IT teams, decision makers, and business stakeholders.
- Assess customer environments and identify relevant cybersecurity solutions aligned to their requirements.

2.

Solution

Positioning &

- Demonstration :
- Recommend and position appropriate cybersecurity solutions from the portfolio.
- Conduct product demonstrations, solution walkthroughs,



and technical presentations for customers.
- Support Proof of Concept (PoC) engagements where required.
- Clearly articulate solution benefits, use cases, and differentiators to both technical and business stakeholders.

3.

Field Engagement with Sales Teams :

- Work closely with Account Managers and Business Development teams during customer visits and solution discussions.
- Participate in customer meetings, presentations, and technical workshops.
- Support opportunity progression through technical inputs and solution validation.
- Assist in explaining solution architecture and deployment approach at a high level.

4.

Business

Development &

- Opportunity Conversion :
- Support business growth by working with Sales and Business Development teams to identify potential customer opportunities.
- Participate in customer discussions and engagements that help generate interest in cybersecurity solutions.
- Assist in converting leads into qualified opportunities through consultative discussions and solution demonstrations.
- Provide technical support during the opportunity lifecycle to help progress deals toward successful closure.

5.

Portfolio Value Demonstration :

- Present the overall cybersecurity portfolio and its relevance to customer environments.
- Explain how different cybersecurity solutions work together to strengthen the customers security posture.




- Help customers understand practical benefits such as risk reduction, operational visibility, and compliance support.

6. Partner &

- Sales Enablement :
- Support Channel Partners during customer engagements and solution discussions.
- Conduct product awareness and technical enablement sessions for sales teams and partners.
- Help strengthen cybersecurity capability within the sales ecosystem.

Technical Expertise :

Strong understanding of enterprise cybersecurity technologies, particularly in the following areas :

Core Areas :

- Security Operations Center (SOC)
- Endpoint Security / EDR / XDR
- Email Security

Additional Exposure (Preferred) :

- Data Loss Prevention (DLP)
- Identity &
- Access Management (IAM)
- Vulnerability Assessment &
- Patch Management
- Cloud Security
- Secure Access Service Edge (SASE)
- Governance, Risk &
- Compliance (GRC)

Experience :

- 8 to 15 years of experience in cybersecurity presales, solution consulting, or technical advisory roles.
- Experience in customer-facing roles involving technical discussions and solution demonstrations.
- Exposure to working closely with sales teams and channel partners.
- Experience engaging customers on cybersecurity requirements and solutions.

Key Competencies :

- Strong consultative engagement capability.
- Ability to simplify cybersecurity concepts for business and IT audiences.
- Excellent presentation and demonstration skills.
- Comfortable engaging customers in field meetings and technical discussions.
- Collaborative approach while working with sales teams and partners.
- Ability to operate effectively in a fast-paced customer-facing environment.

📌 Tata Tele - Presales Solution Architect - Cyber Security (India)
🏢 Tata Tele Business Services
📍 India