Director - Sales - Cybersecurity

Key Responsibilities:

Strategic Partnership Development:

- Build and execute comprehensive GSI partnership strategies, aligning with ' business objectives and growth plans.

- Establish as a trusted partner within the portfolios of GSIs by developing joint go-to-market (GTM) plans.

Collaborative Opportunity Creation:

- Partner with GSI Sales, Practices, CoEs, and Pre-sales teams to identify and create opportunities aligned with ' cybersecurity offerings.

- Work closely with GSI delivery teams to incorporate ' solutions into large transformation deals.

Joint Solutions Development:

- Collaborate with GSI teams to design and launch industry-specific joint solutions for verticals like BFSI, manufacturing, healthcare, and OT security.

- Ensure solutions leverage ' strengths, such as Zero Trust, microsegmentation, and endpoint security.

Driving Opportunity to Closure:

- Collaborate with ' internal sales, technical, and marketing teams to drive opportunities from identification to closure.

- Ensure alignment of GSI and sales teams for co-selling efforts, account planning, and pipeline acceleration.

Enablement and Training:

- Conduct enablement sessions to equip GSI Sales and Pre-sales teams with knowledge of ' solutions.

- Provide ongoing support with joint customer presentations, proposals, and workshops.

Relationship Management:

- Cultivate strong relationships across GSI leadership, Practices, CoEs, and Sales teams, acting as a trusted advisor and partner.

- Maintain regular engagement with GSI stakeholders to foster trust, collaboration, and joint success.

Required Skills and Experience

Experience:

- 15+ years of experience in alliances, partnerships, or business development, with at least 5 years in cybersecurity technology/product companies.

- Proven track record of working with at least three GSIs such as TCS, Wipro, HCL, Tech Mahindra, Infosys, etc., in a similar capacity.

- Strong ability to navigate and collaborate across complex GSI organizational structures, including Sales, Practices, and Pre-sales.

Cybersecurity Knowledge:

- Expertise in cybersecurity solutions, including Zero Trust, microsegmentation, endpoint security, and OT security.

- Familiarity with vertical-specific security needs in BFSI, manufacturing, healthcare, and OT environments.

Skills:

- Exceptional interpersonal and communication skills to engage and influence diverse stakeholders.

- Strong business acumen with the ability to identify and drive joint value propositions.