Job DescriptionJob Description – Business Development Manager

NData Security | Cybersecurity | Direct & Partner Sales

NDepartment: Sales

NFunction: Business Development / Sales

NExperience: 8–12 Years

NLocation: Bangalore / Mumbai

NIndustry: IT / Cybersecurity / Data Security / Technology Distribution

NAbout the Role

nWeare looking for an experienced and result-oriented Business Development Manager to drive business growth across Data Security, Encryption, Key Management, Application Security and IT Security solutions. The role will be responsible for developing new business opportunities through a combination of direct end-customer engagement and partner/channel networks.

NThe ideal candidate should have experience in selling Cybersecurity, Data Security or IT Security

Nsolutions to enterprise customers and/or through channel partners. Candidates with exposure to solutions from Entrust, Utimaco, JISA, Thales, Imperva, Futurex or similar cybersecurity vendors will be preferred.

NThe candidate will be responsible for identifying new opportunities, developing customer relationships, building the partner ecosystem, generating pipelines and driving revenue from assigned solutions and territories.

NKey Responsibilities

n1. Direct / End-Customer Sales

N

n
- Identify and develop new business opportunities with enterprise and mid-market customers.
N
- Drive end-customer sales for Data Security and Cybersecurity solutions.
N
- Understand customer business and security requirements and position appropriate solutions.
N
- Engage with CISOs, CIOs, CTOs, IT Heads, Security Heads, Data Protection teams and other
N

ntechnology decision-makers.

N- Conduct discovery meetings and identify customer pain points around data security and

Napplication security.

n

N
- Work with Presales and technical teams to develop appropriate solution proposals.
N
- Drive the complete sales cycle from lead generation → qualification → requirement gathering
N

n→ solution positioning → POC → negotiation → closure.

N- Maintain a healthy sales pipeline and consistently achieve assigned revenue targets.

N2. Partner / Channel Sales

N- Develop and manage relationships with System Integrators, Resellers, VARs, MSPs, MSSPs and





NIT solution partners.

n

N
- Identify, recruit and onboard new channel partners.
N
- Develop a strong partner network for Data Security and Cybersecurity solutions.
N
- Drive partner-led opportunities and support partners in customer acquisition.
N
- Conduct partner meetings, product briefings and enablement activities.
N
- Work with partners to identify opportunities, develop pipelines and close business.
N
- Support partners with commercial and technical coordination during the sales cycle.
N
- Build long-term relationships with key channel partners.
N

n3. Solution & Product Business Development

NDevelop strong business understanding of solutions around:

N

n
- Encryption
n
- Tokenization
N
- Key Management
n
- Data Management
N
- Data Security
n
- Application Security
N
- IT Security
n
- Hardware Security Modules (HSM)
N
- Identity & Access Security
N
- Cryptographic Key Management
N
- Data Protection
n

NExposure to products/vendors such as Entrust, Utimaco, JISA, Thales, Imperva and Futurex will be an added advantage.

N4. Vendor / OEM Engagement

N

n
- Work closely withvendor/OEM teams to develop business opportunities.
N
- Understand vendor products, positioning, use cases and competitive differentiators.
N
- Participate in vendor training and enablement programs.
N
- Coordinate with vendor teams for customer presentations, POCs and technical discussions.
N
- Develop joint business plans with key vendors and channel partners.
N

n5. Business Development

N

n
- Identify new markets, accounts and industry segments.
N
- Generate leads through direct prospecting, networking, referrals, events and partner ecosystems.
N
- Develop account plans for strategic customers.
N
- Track market trends, competitor activities and emerging cybersecurity requirements.
N
- Build and maintain a robust sales pipeline.
N




- Prepare regular sales forecasts, pipeline reports and business updates.
N

nCandidate Profile We are looking for candidates with:

N- 8–12 years of experience in B2B IT / Cybersecurity / Data Security / Enterprise Technology

NSales.

n

n
- Proven experience in Direct Sales, Enterprise Sales and/or Channel/Partner Sales.
N
- Experience selling technology solutions to enterprise and mid-market customers.
N
- Strong understanding ofthe Cybersecurity / Data Security ecosystem.
N
- Experience working withSystem Integrators, Resellers, VARs, MSSPs or other channel partners.
N
- Strong business development and relationship management skills.
N
- Ability to identify opportunities and independently drive sales cycles.
N
- Good negotiation, presentation and communication skills.
N
- Willingness to travel for customer and partner meetings.
N

nPreferred Product / Vendor Experience

NCandidates with experience working with or selling solutions from any of the following will be preferred:

NEntrust | Utimaco | JISA | Thales | Imperva | Futurex

NCandidates from similar cybersecurity/data security companies are also encouraged to apply.

NKey Skills

nBusiness Development | Direct Sales | Enterprise Sales | End-Customer Sales | Channel Sales | Partner Sales

N| Partner Network Development | Account Management | Lead Generation | Pipeline Management | Solution

NSelling | Consultative Selling | Vendor Management | Customer Relationship Management

NKey Success Measures

n

N
- Achievement of assignedrevenue and business targets.
N
- New customer acquisition.
N
- Development of active channel/partner network.
N
- Partner-generated pipeline and revenue.
N
- Growth of assigned vendor/product portfolio.
N
- Conversion of qualifiedopportunities into closures.
N
- Strong customer and partner relationships.
N

nIdeal Candidate

NCybersecurity Sales + Data Security Knowledge + Direct Enterprise Sales + Channel/Partner

NNetwork + Solution Selling.

NThe ideal candidate should be able to hunt for new customers, develop partner relationships and sell complex cybersecurity/data security solutions across both direct and indirect sales channels.

📌 Hiring: Business Development Manager (Alibag)
🏢 techorzo
📍 Alibag