Security Sales Specialist

We are looking for an experienced and results-oriented Cybersecurity Business Development Manager / Sales Manager to lead our sales efforts across the UK, Ireland, and Continental Europe. This strategic role is crucial for driving revenue growth, building strong customer relationships, and establishing Tata Communications Ltd as a leader in the cybersecurity space within the region. You will be responsible for the entire sales cycle, from pipeline generation and proposal leadership to closing deals, focusing on our comprehensive suite of security solutions.

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Key Responsibilities:

Proposal Leadership & RFP Support:

• Lead and orchestrate the creation of compelling, high-quality, security-focused proposals and responses to Requests for Proposals (RFPs).
• Leverage deep technical understanding across diverse cybersecurity domains including Security Operations Centers (SOC), Endpoint Detection and Response (EDR), Governance, Risk & Compliance (GRC), network security (including firewalls), cloud security, Operational Technology (OT) security, and data security (encryption, DLP, key management).

Revenue Generation & Customer Relationship Management:

• Develop and execute strategic sales plans to achieve revenue targets and expand our customer base within the assigned territory.
• Build, maintain, and nurture strong, long-lasting relationships with key stakeholders and decision-makers within target customer organizations.
• Proactively identify and pursue new business opportunities through various channels.

Revenue & Pipeline Management:

• Take ownership of key financial and sales performance metrics, including Total Contract Value (TCV), Annual Contract Value (ACV), sales funnel health, and pipeline development.
• Provide accurate forecasting and regular reporting on sales activities and performance against business growth objectives.
• Manage the sales pipeline effectively from lead generation to deal closure.

Customer Engagement & Solution Selling:

• Actively participate in customer meetings during the presales and sales phases, acting as a trusted advisor.
• Utilize expert solution selling methodologies to understand customer challenges, requirements, and business objectives.

Cross-functional Collaboration:

• Partner closely with internal presales, sales operations, product management, and service delivery teams.
• Ensure seamless communication and collaboration to provide a unified and positive customer experience.

Product Feedback & Enhancement:

• Gather market intelligence and customer feedback regarding security challenges, solution requirements, and competitive landscape.
• Articulate this feedback to product management and development teams to contribute to the enhancement of our cybersecurity offerings.

Key Qualifications:

• Experience: 10-15 years of progressive experience in cybersecurity, ideally in roles such as technical presales, solution architecture, product management, or technical sales/business development.
• Technical Expertise: Deep understanding and practical experience across a broad spectrum of cybersecurity domains: SOC, EDR, GRC, network security (firewalls), cloud security (AWS, Azure, GCP), OT security, and data security (encryption, DLP, key management).
• RFP Leadership: Proven ability to successfully lead, manage, and influence complex RFP processes, resulting in successful bids.
• Sales Acumen: Strong sales, negotiation, and customer relationship management skills with a demonstrable history of achieving revenue targets and closing significant deals in the cybersecurity sector.
• Network: Established network of relevant sales contacts and existing relationships with OEMs, potential customers and decision-makers in the cybersecurity space within the UK, Ireland, or Continental Europe.
• Business Management: Experience managing and reporting on key business metrics, including TCV, ACV, sales funnel, and pipeline forecasting.
• Collaboration & Communication: Excellent verbal and written communication, presentation, and interpersonal skills. Proven ability to lead, influence, and collaborate effectively across diverse, cross-functional teams.
• Seniority: Experience operating at a Senior Manager level or equivalent within a reputable cybersecurity or technology company.
• Travel: Willingness and ability to travel frequently across the UK, Ireland, and Continental Europe as required for customer meetings, industry events, and internal collaboration.

Preferred Qualifications:

• Fluency in French or German would be a significant advantage.
• Relevant industry certifications (e.g., CISSP, CISM, CCSP).
• Experience selling Managed Security Services (MSSP).
• Bachelor\’s or Master\’s degree in Computer Science, Information Technology, Business, or a related field