Job title: Cybersecurity Practice Sales

Job Details:

Role and responsibilities:

As the Industry Group owner of Cybersecurity Services, the individual will play a pivotal role in driving the success of our Cybersecurity Services portfolio across the target customer base. Being a hybrid role of hunting and farming, this role requires a blend of technical expertise and strong sales acumen to help customers understand, implement Cybersecurity solutions that significantly improves their overall risk posture. The individual will work closely with the industry sales team, solution architects (onshore and offshore), and customers to identify their specific Cybersecurity needs and deliver tailored solutions.

1. Lead and manage business development strategy in the geography for Cybersecurity.
2. Drive focus on revenue growth, account retention and customer satisfaction.
3. Develop, manage, and leverage relationships in existing clients and accounts.
4. Drive and manage delivery led growth across the portfolio.
5. Develop partnerships and necessary ecosystem to grow the portfolio.

Sales Ability/Competencies/Knowledge

• Proven track record of consistently growing revenues YoY.
• Key connects in designated accounts.
• Played a similar role in a similar or larger IT Services firm.
• Understanding the broader business context in which clients operate.

Key KRAs

• Revenue growth in assigned portfolio each fiscal year.
• Total contract value booking in assigned portfolio each fiscal year.
• Maintaining profitability target in the assigned portfolio.
• New logo acquisitions in growth portfolio each fiscal year.
• Contribute to thought leadership publications / speaker sessions each fiscal year.

Domain/Industry Expertise (Must have industry experience)

• Priority for candidates who understand nuances of Cybersecurity in Hi-Tech industry.
• Open to candidates from other industries if they demonstrate deep understanding of Cybersecurity Services.

Service Area Understanding/ Appreciation

• AI & Emerging Security Technologies
• Cyber Defense & Security Operations
• Identity & Access Management
• Threat & Vulnerability Management
• Security Architecture & Engineering
• Governance, Risk & Compliance
• Cloud Security
• Application Security
• Data Security & Privacy
• Infrastructure and Perimeter Security
• OT Security

Other specific attributes

• Have a Point of View (POV) on the future for each service area in Cybersecurity.
• Ability to think through logically and build an approach to solve specific needs.
• Positive energy through optimistic conversations
• Demonstrate understanding of industry and impact of our services.
• Financial acumen for various deal constructs.

Business Scope & Commercial Expectations

This is a senior Cybersecurity Services sales leadership opportunity within a large global IT Services organization.

• Approximate Cybersecurity business size: USD 624M
• Expected revenue responsibility for this position: approximately USD 25M
• Compensation benchmark: approximately USD 220K to USD 275K Total Compensation, depending on seniority and level
• Indicative compensation mix: 75% fixed / 25% variable
• Primary location preference: Bay Area or Seattle
• Work model: Hybrid, with travel as required

The successful candidate should have experience carrying and delivering significant revenue and TCV targets within Cybersecurity Services and should be comfortable owning a multimillion-dollar portfolio.

IMPORTANT SEARCH DISTINCTION

We are NOT primarily looking for a cybersecurity product salesperson.

We are looking for a senior enterprise Cybersecurity SERVICES sales executive who can own approximately a USD 25M business, develop new logos, expand strategic accounts, work across consulting and delivery organizations, and build large Cybersecurity transformation and managed services opportunities.

IDEAL CANDIDATE PROFILE

We are particularly interested in senior Cybersecurity Services sales leaders who have worked for large or established IT Services, technology consulting, digital transformation, or managed services organizations.

The strongest candidates will demonstrate:

1. Direct ownership of Cybersecurity Services revenue, preferably at the USD 20M+ level.
2. Consistent achievement or overachievement of annual sales quotas.
3. A strong combination of new-logo hunting and growth within existing strategic accounts.
4. Experience selling complex Cybersecurity consulting, implementation, transformation, and managed services rather than primarily selling cybersecurity products or licenses.
5. Ability to engage CIOs, CISOs, CTOs and other senior enterprise stakeholders.
6. Experience developing opportunities jointly with solution architects, consulting teams, delivery organizations and technology partners.
7. Experience driving delivery-led account expansion, cross-sell and upsell.
8. Strong executive relationships within major enterprise accounts.
9. Financial and commercial understanding of large and complex deal structures.
10. A credible point of view regarding the future of Cybersecurity, including AI-driven security and emerging security technologies.

Candidates with Cybersecurity experience in the Hi-Tech industry are particularly attractive, although strong candidates from other enterprise verticals may also be considered.

Ideal Candidate

CRITICAL CYBERSECURITY SERVICES EXPERIENCE

Candidates should ideally have sold several of the following service areas:

• Cyber Defense and Security Operations / SOC
• Cloud Security
• Identity & Access Management
• Threat & Vulnerability Management
• Security Architecture & Engineering
• Governance, Risk & Compliance
• Application Security
• Data Security & Privacy
• Infrastructure and Perimeter Security
• OT / Industrial Security
• AI & Emerging Security Technologies