nSBU Head – Cybersecurity Sales

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nDepartment: Sales & Marketing - Cybersecurity

nNo. of Positions: 1

nLocation: Mumbai / Bangalore

nReporting To: Managing Director

nDirect Reports: Cybersecurity Sales Team, Presales/Technical Security Team and associated support functions

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n1. Business & Revenue Ownership

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- Own the overall Cybersecurity SBU revenue and profitability across PAN India.
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- Be responsible for achieving the annual cybersecurity business target of INR 80-100 Crores.
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- Develop annual, quarterly and monthly revenue plans aligned with organizational business objectives.
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- Drive predictable and sustainable revenue growth through new customer acquisition, account expansion and cross-selling.
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- Monitor SBU profitability, gross margins, deal economics and contribution margins.
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- Identify opportunities to increase wallet share within existing accounts.
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- Develop strategies for recurring revenue through managed security services, subscriptions, renewals and annual contracts.
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- Ensure revenue achievement is supported by healthy collections and commercial discipline.
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n2.

Cybersecurity Sales

Strategy

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- Develop and execute a comprehensive PAN India Cybersecurity Sales Strategy.
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- Identify high-growth cybersecurity segments and prioritize them based on market demand and business potential.
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- 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
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- Develop account acquisition strategies for strategic customers.
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- Establish a structured approach for hunting, farming and account expansion.
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- Identify emerging cybersecurity technologies and convert them into commercially viable offerings.
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- Create solution bundles combining cybersecurity products, professional services and managed services.
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- Develop competitive strategies around pricing, technology, capabilities, certifications, implementation expertise and service differentiation.
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- Establish sales methodologies, qualification processes and opportunity governance for the SBU.
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n3.

Sales

Leadership & Team Management

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- Lead, mentor and develop the Cybersecurity Sales and Presales/Technical teams.
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- Manage and drive performance of 10+ sales professionals and 10+ cybersecurity technical/presales professionals.
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- Define individual KRAs, targets and measurable performance metrics.
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- Conduct regular one-on-one reviews, pipeline reviews and performance discussions.
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- Build a high-performance sales culture focused on new customer acquisition, pipeline creation, conversion, Revenue achievement, Gross Margin, Customer retention & Collections, etc.
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- Identify skill gaps and implement structured training and development programs.
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- Coach sales managers and account managers on enterprise selling, negotiation and solution positioning.
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- Build succession plans and develop future sales leaders.
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- Take corrective action where performance is consistently below expectations.
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n4. Pipeline & Forecast Management

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- Own the complete cybersecurity sales funnel from lead generation to order closure and collections.
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- Ensure sufficient pipeline coverage against annual and quarterly targets.
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- Establish minimum pipeline coverage ratios for the team.
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- Conduct weekly pipeline and forecast reviews.
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- Track new leads, qualified opportunities, opportunity value,



sales stages, probability, expected closure, competitor, decision maker, next action & expected billing.
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- Ensure all opportunities are accurately updated in CRM.
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- Maintain reliable monthly and quarterly sales forecasts.
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- Identify pipeline gaps early and initiate corrective action.
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- Establish deal review mechanisms for large and strategic opportunities.
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n5. Enterprise & Strategic Account Management

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- Personally manage and develop relationships with key CXO-level stakeholders and strategic customers.
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- Build relationships with CIOs, CISOs, CTOs, IT Head, Information Security Heads, Procurement Heads, Business Heads, etc.
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- Develop strategic account plans for high-value customers.
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- Identify opportunities for cross-selling and upselling across the complete cybersecurity portfolio.
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- Drive multi-year contracts and strategic engagements wherever commercially viable.
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- Participate in critical customer meetings, presentations, negotiations and closures.
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- Act as an escalation point for strategic cybersecurity customers.
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n6.

Cybersecurity

Solution & Portfolio Management

nThe 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.

nThe SBU Head will continuously evaluate the portfolio based on market demand, customer requirements, competitive landscape, OEM capabilities and revenue potential.

n7. OEM & Vendor Management

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- Build and maintain strong relationships with strategic cybersecurity OEMs and technology partners.
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- Develop joint business plans with key vendors.
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- Drive vendor-led revenue growth and joint GTM initiatives.
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- Ensure the organization maintains appropriate certifications and partner competencies.
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- Develop joint account mapping with OEMs.
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- Conduct regular business reviews with strategic vendors.
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- Evaluate and onboard new cybersecurity technologies where there is a clear business opportunity.
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- Ensure vendor dependency does not adversely impact customer relationships or business continuity.
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n8. Channel & Partner Development

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- Identify and develop strategic channel partners, system integrators, consultants and technology partners.
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- Build a cybersecurity partner ecosystem to expand geographic reach.
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- Develop referral and co-selling relationships.
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- Create partner-led opportunity generation programs.
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- Establish partner enablement programs covering cybersecurity solutions and services.
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- Monitor partner performance and contribution to revenue.
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nn9. Technical Team Coordination:

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- Ensure close alignment between Sales and Technical teams.
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- Establish clear processes for requirement discovery, solution design, BOM creation, Technical presentations, POCs, Demos, RFP/RFQ responses, Technical proposal, etc.
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- Review large and strategic solution proposals before submission.
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- Ensure proposed solutions are technically viable and commercially sustainable.
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- Bridge the gap between customer business requirements and technical cybersecurity solutions.
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n10.

New Business

Development

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- Develop a structured new-logo acquisition strategy for cybersecurity.
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- Identify target accounts and high-potential markets.
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- Build a solid prospecting engine through CXO connects, Field meetings, Events, Webinars, OEM campaigns, Partner referrals, Digital campaigns, Account-based marketing, etc.
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- Establish monthly field-call and customer-engagement targets.
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- Personally participate in strategic prospect meetings.
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- Develop relationships with prospective customers before active procurement cycles.
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- Drive large-ticket cybersecurity opportunities from identification through closure.
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n11. Cross-Selling & Account Expansion

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- Leverage the organization's existing customer base to create cybersecurity opportunities.
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- Work closely with other SBUs / Business Leaders / Regional Heads.
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- Identify cybersecurity opportunities within existing accounts.
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- Create cross-SBU selling motions.
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- Develop bundled solutions combining cybersecurity with cloud, infrastructure and managed services.
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- Establish account penetration targets for strategic customers.
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n12. Marketing & Demand Generation

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- Work with the Marketing team to develop cybersecurity-focused campaigns.
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- Define annual cybersecurity marketing priorities.
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- Develop campaigns around key cybersecurity solutions and industry challenges.
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- Participate in Cybersecurity events, CXO roundtables, Webinars, Workshops, partner events, customer awareness programs, etc.
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- Collaborate with OEMs for joint marketing initiatives.
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- Ensure marketing-generated leads are properly qualified and converted into opportunities.
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- Build the organization's cybersecurity brand presence in the market.
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n193.

Strategic Business

Development

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- Identify new cybersecurity business opportunities, markets and technologies.
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- Evaluate opportunities to launch new cybersecurity services.
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- Develop recurring revenue models.
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- Identify opportunities for managed security services and subscription-based offerings.
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- Explore strategic alliances and partnerships.
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- Develop long-term plans for making the Cybersecurity SBU a significant contributor to overall company revenue.
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- Present strategic recommendations and investment requirements to the Managing Director.
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nCandidate Profile:

n1. Educational Qualifications

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- Bachelor's degree in Computer Science, Information Technology, Cybersecurity, Information Security, Electronics or related field.
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- MBA/PGDM in Sales, Marketing or Business Management will be an advantage.
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- Cybersecurity certifications such as CISSP, CISM, CISA, CEH, CCSP or relevant OEM certifications will be an advantage.
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n2. Experience

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- 12–18 years of overall experience in IT/Technology sales.
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- Minimum 6+ years of experience in Cybersecurity Sales.
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- Minimum 5 years of sales leadership/management experience.
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- Proven experience managing a team of 10+ sales and/or presales professionals.
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- Strong track record of achieving large cybersecurity sales targets.
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- Experience managing PAN India enterprise accounts will be preferred.
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- Strong experience in enterprise cybersecurity solution selling.
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📌 SBU Head (Special Business Unit) - Cyber Security Sales (Mumbai)
🏢 LDS Infotech
📍 Mumbai