Company Description Trojan Hunt India LLP (THI) is a Threat Intelligence-led cyber defense company delivering research-driven and operationally mature cybersecurity solutions. Certified under ISO 9001:2015 and ISO/IEC 27001:2022, THI serves Government, Defence, BFSI, Telecom, Healthcare, Critical Infrastructure, and Enterprise clients across India and globally. The organization’s expertise covers cyber risk management, security operations centers, advanced penetration testing, cloud and application security, digital forensics, and incident response.

THI helps organizations proactively identify threats, reduce cyber risk, and build secure, resilient digital ecosystems. The company focuses on combining strategic governance with deep technical capabilities to provide end-to-end cyber defense solutions.

Role Overview

We are looking for an experienced Enterprise Sales Manager – Cybersecurity & Digital Risk Solutions to drive business growth across large enterprises, government organisations, public sector undertakings, and strategic accounts.

The ideal candidate should have a strong track record of selling complex cybersecurity solutions and managed security services, with practical exposure to solution areas such as XDR, EDR, SIEM, SOAR, SOC, NOC, GRC, Threat Intelligence, Managed Security Services, and Security Consulting.

This is a consultative and solution-led sales role requiring the ability to engage with CISOs, CIOs, CTOs, Heads of IT, Risk and Compliance leaders, procurement teams, government stakeholders, system integrators, OEMs, and channel partners.

The candidate should have demonstrated ownership of an annual business portfolio / ACV of at least INR 5 Crore, preferably higher, with experience managing both new customer acquisition and growth within strategic accounts.

Key Responsibilities

Enterprise & Government Sales

- Drive end-to-end sales of cybersecurity products, managed services, and consulting solutions across enterprise, government, PSU, BFSI, telecom, manufacturing, healthcare, critical infrastructure, and other strategic sectors.
- Develop and execute account plans for named enterprise and government accounts.
- Build and maintain a healthy pipeline aligned with quarterly and annual revenue objectives.
- Identify current business opportunities through direct engagement, partner ecosystems, OEM relationships, tenders, referrals, and industry networks.
- Manage the complete sales lifecycle from opportunity identification and qualification through solution discussions, commercial negotiations, closure, and account expansion.

Cybersecurity Solution Selling The candidate should have experience selling or positioning solutions across multiple areas, including:

- Endpoint Detection and Response – EDR
- Extended Detection and Response – XDR
- Security Information and Event Management – SIEM
- Security Orchestration, Automation and Response – SOAR
- Security Operations Centre – SOC / Managed SOC
- Network Operations Centre – NOC
- Governance, Risk and Compliance – GRC
- Managed Detection and Response – MDR
- Vulnerability Assessment and Penetration Testing – VAPT
- Threat Intelligence and Threat Hunting
- Incident Response and Digital Forensics
- Cloud Security
- Identity and Access Management
- Data Security and Data Loss Prevention
- Network Security
- Security Assessment and Compliance Services
- Cybersecurity Consulting and Advisory Services





The candidate is not expected to be a hands-on technical specialist but must possess sufficient technical understanding to conduct credible business discussions with cybersecurity and IT leadership. Consultative & Solution-Led Selling

- Understand customer security challenges, regulatory requirements, business risks, and technology environments.
- Translate customer requirements into appropriate cybersecurity solutions in collaboration with presales, consulting, SOC, and engineering teams.
- Position cybersecurity investments in terms of business risk reduction, compliance, resilience, operational efficiency, and measurable security outcomes.
- Conduct executive-level discussions with CISOs, CIOs, CTOs, Risk Officers, Compliance Heads, and senior management.
- Participate in solution presentations, workshops, proof-of-concept discussions, RFP responses, and commercial negotiations.
- Work closely with technical and presales teams to develop compelling proposals, solution architectures, statements of work, and commercial models.

Government & Public Sector Business

- Manage opportunities across Central Government, State Government, PSUs, defence-related organisations, law enforcement, critical infrastructure, and other public sector entities, where applicable.
- Understand government procurement processes including:
- RFI / RFP / RFQ processes
- GeM procurement
- Tender participation
- Technical and commercial bid submissions
- OEM authorisations
- Bid documentation
- EMD / PBG requirements
- System Integrator engagement
- Consortium and partner-led opportunities
- Build relationships with government decision-makers, consultants, system integrators, OEMs, and channel partners.
- Track upcoming government cybersecurity projects and proactively develop opportunities before tender publication.

Revenue & Business Ownership

- ACV target of INR 5 Crore or above.
- Demonstrate consistent achievement of sales targets and revenue growth.
- Maintain accurate opportunity forecasting and pipeline visibility.
- Drive both:
- New logo acquisition
- Existing account growth and cross-sell/upsell
- Manage deal sizes ranging from tactical cybersecurity engagements to multi-year managed security and transformation contracts.
- Maintain a healthy pipeline coverage against the assigned annual target.
- Ensure commercial discipline, appropriate margins, and timely deal closure.

Strategic Account Management

- Develop long-term relationships with key enterprise and government customers.
- Build multi-level engagement across business, technology, cybersecurity, procurement, and leadership teams.
- Identify cross-selling opportunities across security products, services, consulting, and managed services.
- Conduct periodic account reviews and develop strategic account growth plans.
- Work closely with delivery and customer success teams to ensure customer satisfaction and identify expansion opportunities.

Partner & OEM Ecosystem Management

- Develop strong relationships with cybersecurity OEMs, technology partners,



system integrators, distributors, and channel partners.
- Identify joint go-to-market opportunities.
- Coordinate OEM involvement in strategic customer engagements.
- Manage deal registration, partner commercials, solution positioning, and joint proposals where required.
- Support development of new cybersecurity alliances and service offerings.

Market Development

- Track cybersecurity market developments, regulatory changes, emerging threats, and customer investment trends.
- Identify opportunities arising from regulatory and compliance requirements such as:
- CERT-In requirements
- Digital Personal Data Protection requirements
- ISO/IEC 27001
- PCI DSS
- RBI cybersecurity requirements
- SEBI cybersecurity requirements
- IRDAI requirements
- SOC 2
- NIST Cybersecurity Framework
- Industry-specific cybersecurity regulations
- Participate in conferences, cybersecurity forums, CISO roundtables, webinars, and customer workshops.
- Support marketing initiatives, thought leadership activities, and demand-generation campaigns.

Candidate Profile

Experience

- 6–12+ years of experience in enterprise technology sales, preferably with significant exposure to cybersecurity.
- Minimum 3–5 years of direct cybersecurity solution or services selling experience preferred.
- Proven experience selling into large enterprise accounts.
- Experience selling into government / PSU accounts is highly desirable.
- Demonstrated history of handling an annual ACV / revenue portfolio of INR 4-5 Crore or more.
- Experience managing complex, multi-stakeholder enterprise sales cycles.

Required Domain Knowledge The candidate should understand the business and functional positioning of:

- XDR
- EDR
- SIEM
- SOAR
- SOC / Managed SOC
- MDR
- NOC
- GRC
- Threat Intelligence
- Vulnerability Management
- Incident Response
- Cloud Security
- Network Security
- Security Consulting
- Compliance and Risk Management

A strong understanding of the cybersecurity ecosystem and how different security technologies integrate within an enterprise security architecture will be an advantage.

Key Skills

- Enterprise cybersecurity sales
- Government / PSU sales
- Consultative selling
- Strategic account management
- C-level engagement
- Solution selling
- Complex deal management
- RFP / tender management
- Commercial negotiation
- Partner and OEM management
- Sales forecasting
- Pipeline development
- Account planning
- Proposal development
- Cross-functional coordination

Experience working with leading cybersecurity technologies or OEM ecosystems will be considered an advantage.

Education

- Bachelor's degree in Engineering, Computer Science, IT, Business Administration, or a related discipline. OR
- MBA or postgraduate qualification in Sales, Marketing, Technology Management, or Business Management is preferred but not mandatory.

Relevant cybersecurity or sales certifications are an added advantage. Performance Expectations The successful candidate will be expected to:

- Build and maintain a strong qualified sales pipeline.
- Achieve or exceed annual revenue and ACV targets.
- Develop strategic enterprise and government accounts.
- Acquire new customers while expanding existing accounts.
- Improve average deal size and recurring revenue.
- Build strong OEM and partner relationships.
- Position the organisation as a trusted cybersecurity solutions and services partner.

📌 Enterprise Sales Manager – Cybersecurity & Digital Risk Solutions (New Delhi)
🏢 Trojan Hunt India
📍 New Delhi