JOB DESCRIPTION

Title: Cyber Security Practice Lead - Solutions & GTM

Reports To: Product Head - Cybersecurity

Location: NCR, Mumbai, Pune, Bangalore

Experience: 10-15 Years

Role Overview

The Cyber Security Practice Lead - Solutions & GTM is a techno-commercial leadership role responsible for building, launching, and scaling cybersecurity offerings across products, managed services, and solutions.

This role owns the end-to-end cybersecurity practice from an offering and market perspective - bringing together technology, commercials, legal, GTM, partner enablement, and sales enablement. The Practice Lead acts as a 70% cybersecurity SME and 30% business owner, ensuring that offerings are differentiated, market-ready, and scalable.

This is not a delivery-only, pre-sales, or pure product management role. It is a practice ownership role with strong influence on revenue, adoption, and growth.

Key Responsibilities

1. Offering Design, Stitching & Launch (Core Ownership)

- Conceptualize, design, and launch new cybersecurity offerings and managed services

- Example: Endpoint MDR, SOC-led services, bundled security offerings

Stitch together:

- Technology stack and architecture

- Service scope, SLAs, and delivery model

- Commercial constructs and pricing

- Legal and compliance inputs

- Go-to-Market (GTM) strategy

- Own end-to-end launch readiness from concept to market rollout

2. Practice & Business Ownership

- Own the cybersecurity practice from an offerings and business perspective

Work closely with Sales to:

- Review funnel and pipeline

- Shape opportunities and improve conversion

- Ensure consistent adoption and execution of offerings

- Ensure offerings remain relevant, competitive, and scalable

3. Value Proposition & GTM Leadership

- Define and continuously refine:

- Value propositions

- USPs and differentiation

- Solution narratives and positioning

- Customer-facing and sales enablement assets

Drive GTM execution across:

- Direct sales

- Partner ecosystem

- OEM alliances

4. Sales & Partner Ecosystem Enablement

Enable Sales teams with:

- Offering clarity

- Competitive positioning

- Use cases and outcome-based selling

- Enable and train partners to independently drive cybersecurity business

- Support deals where required to ensure closure

5. Customer Engagement

Engage directly with customers to:

- Shape opportunities

- Establish value and differentiation

- Resolve solution or scope challenges

- Convert customer insights into new or enhanced offerings

6. OEM Strategy & Technology Leadership

- Evaluate and compare OEMs across:

- Capabilities and integration fit

- Licensing and commercials

- Differentiation and roadmap alignment

- Support OEM selection, partnerships, and portfolio strategy

- Stay ahead of market trends and emerging cybersecurity technologies

Mandatory Technical Scope

Strong architectural and solution understanding of:

- SOC (Mandatory)

- EDR / XDR (Mandatory)

- Email Security (Mandatory)

Solid exposure to multiple domains such as:

- DLP

- IAM / PAM

- SASE

- VA & Patch Management

- Cloud Security

- GRC experience is mandatory, especially across:

- ISO 27001

- SOC2

- ITGC

- DPDPA

Experience & Profile

- 8-15 years of experience in cybersecurity

Prior experience in:

- Practice development

- Solution / offering ownership

- Managed services or productized security services

- Strong comparative understanding of multiple OEM technologies

- Proven ability to blend technology depth with commercial and GTM execution

Core Competencies

- Techno-commercial mindset

- Strong presentation, documentation, and storytelling skills

- Ability to translate complex technology into business value

- Cross-functional leadership without formal authority

- Strategic thinking with strong execution focus

Success Metrics

- Successful launch and adoption of cybersecurity offerings

- Sales and partner enablement effectiveness

- Revenue influenced by practice-led offerings

- Win-rate improvement across all deals

- Market differentiation and customer confidence