Tata Consultancy Services

PreSales Director - BFSI Cyber Security

Tata Consultancy Services • $165K — $216K *
Edison, NJ 08817In-Person
Finance & Insurance
11 - 15 years of experience
Today
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Job Overview by Ladders

Qualifications

  • 13+ years of relevant experience
  • Bachelor's Degree in a related field
  • Cyber Security certifications (e.g., CISSP, CISM, CISA)
  • Proven experience selling Cyber Security services and products
  • Current knowledge of Cyber Security industry trends
  • Understanding of key Cyber Security topics like IAM, Cloud Security, and GRC
  • Ability to travel for client meetings and workshops

Responsibilities

  • Own Cyber Security sales for assigned BFSI accounts
  • Build and manage a robust Cyber Security sales pipeline
  • Drive revenue growth through proactive deal management and outreach
  • Meet or exceed sales targets and performance metrics
  • Develop a new business funnel through networking and prospecting
  • Present tailored Cyber Security solutions to clients
  • Collaborate with stakeholders for seamless sales and delivery processes

Benefits

  • Access to ongoing professional development and training
  • Opportunity to work in a rapidly growing sector
  • Engagement with a diverse portfolio of clients
  • Support from collaborative teams and leadership
  • Potential for career advancement within the Cyber Security sector
Full Job Description
TCS BFSI unit is currently undergoing through a period of accelerated growth. We are looking to add multiple roles to the Cyber Security Sales Team; one of these is an ambitious PreSales Director BFSI Cyber Security to support our expansion. You will be working with a focus to grow Cyber Security business within Banking, Financial Services, and Insurance industry within cluster of accounts. The Presales Director will be responsible for managing multiple opportunities across a diverse portfolio of BFSI clients while proactively identifying and developing new business opportunities.

What you will be doing in this role:

  • End to end Owner of Cyber Security Sales for cluster of accounts within BFSI
  • Build Cyber Security sales pipeline in line with sales targets defined by Sales Head & Cyber Security Practice head based on revenue growth aspirations
  • Ensure new Cyber Security sales booking through proactive and reactive deals to contribute to revenue growth targets through cold outreach, proactive selling and prospecting along with respective business owners and stakeholders
  • Be accountable and responsible to meet or exceed all sales parameters like but not limited to Overall pipeline, qualified pipeline, Sales booking
  • Develop and nurture a net new Cyber Security sales funnel from prospecting and networking
  • Regularly meet customers to continuously monitor for prospective Cyber Security business growth
  • Proactively works on Cyber Security renewal deals to protect existing revenue
  • Construct and present tailored Cyber Security presentations/proposals to clients based on their requirements through RFP/RFI/RFQ response and proactive selling
  • Grow accounts from lucrative single/dual lines of business into multiple lines and high yield through upselling and cross selling of Cyber Security Services
  • Work with Cyber Security product alliance partners for license and services sales play
  • Manage a complete Cyber Security sales cycle, and support the project management/ technical teams to ensure seamless project delivery
  • Understand the competitive landscape and demonstrate TCSs key value propositions in Cyber Security
  • Work closely with both the Account Sales (Business Owners) and Marketing teams to build Cyber Security campaigns and enhance prospect/wins
  • Daily activities will include meeting the Cyber Security customer, prospecting, qualifying, closing, and project and technical management support on closed deals
  • Create, Implement, and Execute Strategic Account Plans across existing Cyber and whitespaces
  • Work closely with key stakeholders to understand cyber security business needs and define requirements and submitting unsolicited proposals for these requirements.
  • Respond to client issued RFQ, RFI and RFP working with the Account team, offshore pre-sales team, solution architects and SMEs to prepare best in class Cyber Security solutions, estimate the changes required to deliver the proposed solution and work with finance/account team to measure the margins for cyber security only and/bundled deals
  • Be responsible for the Sales to Delivery handover process; supported by the Project Delivery and Technical Teams
  • Build and foster relationships with cybersecurity internal and external customers
  • Understand customer business requirements and build effective proposals and solutions
  • Maintain excellent internal relationships, understanding of who to go to for required resources


Qualifications:

  • 13+ years of relevant experience
  • Bachelors Degree
  • Any Cyber Security certifications such as CISSP, CISM, CISA, CRISC, CCSP, TOGAF or SABSA (Enterprise Architecture).
  • Proven experience in selling Cyber Security Services and products.
  • Comprehensive and current knowledge of Cyber Security industry trends
  • Excellent understanding and basic technology know-how for any 3 topics in the following list
    1. Identity & Access Management
    2. Enterprise Vulnerability Management
    3. Manage, Detect and Respond
    4. Cloud Security
    5. Data Protection and privacy
    6. Governance, Risk and Compliance
    7. Network Security and Tools
  • Ability to travel to meet customers, conduct workshops and defend solutions
  • Presentation skills and experience presenting to C-Suite
  • Proven track record of success prospecting for new business and cross selling within current accounts
  • Ability to create and maintain relationships with senior management and c-level
  • A proactive attitude and ability to communicate with a variety of individuals and skill levels in an appropriate manner
  • Motivated, competitive and results driven mindset
  • Able to work independently and as part of a team, with a can do attitude
  • Ability to multi-task and prioritize requirements, while maintaining a focus on quality work
  • Flexibility and a willingness to support outside of their direct area of responsibility
  • Good time management, and the ability to thrive in a fast-paced environment while embracing potential challenges


Salary Range: $165,000-$216,700 a year

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About Tata Consultancy Services

Tata Consultancy Services (TCS) is an Indian multinational information technology (IT) services and consulting company, headquartered in Mumbai, Maharashtra, India. It is a subsidiary of Tata Group and operates in 149 locations across 46 countries. TCS is the largest Indian company by market capitalization and is ranked 11th on the Forbes Global 2000 list of the world's biggest public companies. TCS is also the second-largest IT services company in the world by revenue and the largest employer of women in India. The company provides services in areas including IT, consulting, and business solutions.
Learn more about Tata Consultancy Services
Size
469,261 employees
Industry
Information Technology
* Ladders Estimates

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