Role Overview

We are looking for a results-driven Cybersecurity Sales Manager to lead client acquisition and revenue growth across India and the APAC region. The ideal candidate brings deep knowledge of the Indian cybersecurity regulatory landscape, hands-on experience with multi-vendor security portfolios, and strong relationships with CISOs, IT Heads, and procurement decision-makers across regulated industries. This is a hunter-plus-farmer role demanding both strategic thinking and on-ground execution.

Key Responsibilities

Client Acquisition & Solution Selling

• Own the full sales cycle — prospecting, discovery, proposal, negotiation, and closure — across assigned territory and verticals.

• Conduct structured discovery sessions with CISOs, IT Directors, Risk Officers, and Procurement Heads to assess security gaps, compliance obligations, and budgets.

• Map client requirements to our multi-vendor portfolio: NGFW, EDR/XDR, SIEM/SOAR, Cloud Security, IAM/PAM, Vulnerability Management, DLP, Email Security, Incident Response, and Managed Security Services.

• Coordinate with pre-sales engineers for PoCs, demos, and technical presentations.

India-Vertical Expertise

• BFSI & NBFCs: Navigate RBI IT Framework, SEBI CSCRF, and IDRBT guidelines; address CBS security, UPI fraud prevention, and mobile banking threats.

• Government & PSUs: Manage GeM/CPPP tender cycles; align with MeitY, CERT-In, and NIC security mandates; support NCIIPC compliance for critical infrastructure.

• Hospitals & Healthcare: Address DISHA Act data protection obligations, ransomware resilience for HIMS/EMR systems, and medical device security.

• Educational Institutions: Engage on student data privacy (DPDP Act 2023 compliance), network segmentation, and campus cybersecurity awareness.

• Manufacturing & Enterprise IT: Address OT/ICS security, Zero Trust adoption, and ISO 27001 / ISMS audit readiness.

• Critical Infrastructure: Engage power, telecom, and transport operators on NCIIPC compliance, SCADA/ICS protection, and operational resilience frameworks.

OEM & Partner Management

• Maintain active relationships with OEM Account Managers at Palo Alto, Fortinet, CrowdStrike, Sophos, Trend Micro, Manage Engine, and other key vendors.

• Register and protect deals via OEM portals; negotiate special pricing and back-end margins.

• Design and launch a structured Channel Partner Programme spanning the complete cybersecurity industry — covering resellers, SIs, MSSPs, and consulting partners — to build a scalable, partner-led revenue engine.

• Co-sell with channel partners and MSSPs to accelerate deal closures and expand market reach.

Proposals, Tenders & Commercial Management

• Prepare RFP/RFQ responses, Bill of Quantities, and commercial proposals aligned with STQC, BIS, and government procurement norms.

• Respond to state and central government tenders on GeM, CPPP, and state e-procurement portals.

• Manage pricing, margin optimisation, and contract reviews in coordination with Finance and Legal teams.

Qualifications & Experience

Education

• B.E. / B.Tech (Computer Science, IT, or Electronics) or MCA — Mandatory.

• MBA in Marketing / Business Management — Preferred.

Experience

• 4-5 years total B2B sales experience in IT / Tech software products; with 3 years in direct cybersecurity product/solution sales in India.

• Demonstrated track record of managing ₹5 Cr+ annual targets with consistent quota attainment.

• Proven experience selling across at least 3 of these verticals: BFSI, Government, Healthcare, Education, or Enterprise IT.

• Prior exposure to multi-vendor / multi-OEM portfolio selling — mandatory.

Key Skills & Competencies

• Consultative selling with ability to engage both C-suite and ground-level IT champions.

• Strong understanding of Indian cybersecurity regulations: CERT-In Directions 2022, DPDP Act 2023, RBI IT Framework, SEBI CSCRF, IT Act 2000 (amended).

• Ability to read and respond to government tenders — GeM, CPPP, and state e-procurement portals.

• Strong pipeline discipline with experience in forecasting, CRM hygiene, and structured sales methodologies (MEDDIC, Challenger Sale, or SPIN Selling preferred).

• Ability to negotiate and close at C-suite and Board level while simultaneously managing ground-level IT champions.

• Fluency in English and Hindi; regional language proficiency (Marathi, Tamil, Kannada, Telugu, Bengali) is an advantage.

• Strong network of CISOs, IT Heads, and procurement authorities across target verticals.