Job Location: Noida / PAN India

Job Type: Full-Time

About the Role

We are looking for an experienced and commercially driven Country Sales Head – OT Cybersecurity to lead and expand our business across the Indian market. The role will be responsible for developing the country sales strategy, driving revenue growth, acquiring strategic enterprise customers, building channel and technology partnerships, and expanding the company's presence in the Operational Technology (OT) cybersecurity domain.

The ideal candidate should have a strong background in enterprise technology sales, particularly in OT cybersecurity, Industrial Control Systems (ICS), Industrial IoT (IIoT), and IT-OT integration. The candidate must be capable of engaging with C-level executives, developing strategic accounts, managing complex sales cycles, and converting business opportunities into sustainable revenue.

Key Responsibilities

1. Country Sales Strategy & Revenue Growth

- Develop and execute the country-level sales strategy for OT cybersecurity products, solutions, and managed services.
- Own revenue targets, sales forecasting, pipeline development, and achievement of quarterly and annual business objectives.
- Identify new market opportunities, industry segments, and geographical territories for business expansion.
- Develop strategic plans to increase market presence, customer acquisition, and revenue growth.
- Monitor market trends, competitor activities, and customer requirements to refine sales strategies.

2. Enterprise Sales & Business Development

- Drive end-to-end enterprise sales, from lead generation and prospecting to negotiations, closure, and account expansion.
- Build and maintain relationships with CXOs, CISOs, CIOs, CTOs, plant heads, OT leaders, and other key decision-makers.
- Develop new business opportunities across Oil & Gas, Energy & Utilities, Power, Manufacturing, Chemicals, Infrastructure, Transportation, and other industrial sectors.
- Lead consultative sales discussions to understand customer challenges and position relevant OT cybersecurity solutions.
- Manage complex, long-cycle sales engagements involving multiple stakeholders, technical evaluations, and commercial negotiations.

3. OT Cybersecurity Solutions & Services

- Drive sales of OT cybersecurity solutions and services, including:
- OT/ICS security assessments and risk assessments.
- Industrial network monitoring and intrusion detection.
- Network Detection and Response (NDR) and threat monitoring.
- OT Security Operations Centre (OT-SOC) and managed security services.
- Industrial firewalls, intrusion prevention, and secure remote access.
- Vulnerability management, asset discovery, patch and backup management.
- Governance, Risk and Compliance (GRC), cybersecurity audits, and remediation services.




- IEC 62443-aligned security consulting and implementation services.
- Work closely with technical, presales, consulting, and delivery teams to develop customer-specific solutions and proposals.
- Ensure effective positioning of the company's solutions in line with customer security requirements and industrial operating environments.

4. Strategic Alliances & Channel Development

- Establish and manage relationships with OEMs, system integrators, distributors, consulting firms, MSSPs, GSIs, and technology partners.
- Develop strategic alliances to expand market reach, generate qualified leads, and accelerate business growth.
- Build partner-led sales channels and establish joint go-to-market initiatives.
- Identify partnership opportunities that complement the company's OT cybersecurity portfolio.
- Manage partner engagement, joint account planning, opportunity qualification, and commercial alignment.

5. Key Account Management

- Develop and execute account plans for strategic enterprise customers.
- Build long-term relationships with existing customers and identify opportunities for cross-selling and upselling.
- Engage senior stakeholders to understand business priorities, cybersecurity risks, and investment plans.
- Maintain customer satisfaction and coordinate with internal teams to support account growth and retention.

6. Tender Management, RFPs & Commercial Negotiations

- Lead responses to RFIs, RFPs, RFQs, tenders, and other enterprise procurement processes.
- Coordinate with presales, technical, legal, finance, and delivery teams to prepare competitive technical and commercial proposals.
- Lead bid strategy, bid defence, pricing discussions, contract negotiations, and commercial closures.
- Ensure proposals align with customer requirements, delivery capabilities, profitability objectives, and contractual obligations.

7. Sales Pipeline & Business Reporting

- Maintain an accurate sales pipeline and provide regular updates on leads, opportunities, deal stages, and expected closures.
- Prepare monthly, quarterly, and annual sales forecasts and business development plans.
- Track key sales metrics, including revenue, bookings, pipeline coverage, win rates, deal size, and sales cycle.
- Present business performance, market developments, and growth opportunities to senior management.

8. Cross-Functional Leadership

- Collaborate with marketing, presales, engineering, consulting, delivery,



and customer success teams to ensure successful customer engagement.
- Support the development of sales collateral, industry-specific use cases, presentations, and go-to-market strategies.
- Represent the company at industry events, customer meetings, conferences, and relevant cybersecurity forums.
- Contribute to product positioning, pricing strategy, service packaging, and new business initiatives.

Required Qualifications & Experience

- Bachelor's degree in Engineering, Computer Science, Information Technology, Electronics, or a related discipline.
- Approximately 10–15 years of experience in enterprise technology sales, business development, or strategic account management, preferably with substantial OT/ICS cybersecurity exposure.
- Demonstrated experience in selling cybersecurity products, consulting services, managed services, or industrial technology solutions.
- Strong understanding of OT cybersecurity, industrial control systems, SCADA, IIoT, and IT-OT integration.
- Experience in developing enterprise accounts and engaging senior decision-makers.
- Proven ability to manage complex sales cycles, large-value opportunities, commercial negotiations, and competitive bids.
- Experience in developing OEM relationships, channel partnerships, and strategic alliances.
- Strong commercial acumen, communication, presentation, negotiation, and leadership skills.

Preferred Industry Exposure Experience selling into one or more of the following sectors will be advantageous:

- Oil & Gas and Petrochemicals
- Power Generation and Distribution
- Energy and Utilities
- Heavy Engineering and Manufacturing
- Chemicals and Process Industries
- Transportation and Railways
- Infrastructure and Smart Cities

Key Competencies

- Country-level sales planning and execution
- Enterprise and consultative selling
- Revenue and pipeline management
- Strategic account development
- Channel and alliance management
- OT cybersecurity solution positioning
- RFP management and bid defence
- Commercial negotiations and deal closure
- Executive stakeholder engagement
- Cross-functional team leadership

Performance Expectations Performance will be evaluated against mutually agreed business objectives, including:

- Achievement of annual and quarterly sales targets.
- Development of a healthy and qualified sales pipeline.
- Acquisition of recent strategic customers.
- Growth of existing accounts and expansion into new industry segments.
- Development of productive channel and technology partnerships.
- Successful closure of strategic opportunities and enterprise contracts.
- Revenue quality, profitability, and forecast accuracy.

Interested candidates can apply by sending their CV to [email protected] with the subject line “Application for Country Sales Head.”

📌 Country Sales Head – OT Cybersecurity (Gurugram)
🏢 Velos Shield
📍 Gurugram