Title: Product Sales Specialist (PSS) - Cyber Security

Role Type: Field Sales (Technical / Consultative)

Department: Cyber Security / ICS

Reports To: Business Head / Sales Leadership

Location:

Role Overview

- The Product Sales Specialist (PSS) - Cyber Security is a field-based, quota-carrying technical sales role that works closely with the Sales team to drive business growth and deal closures.

- This role is hands-on and customer-facing, supporting the sales team & Channel Partners on the ground by leading consultative discussions, positioning cybersecurity solutions, and working closely with Product and Delivery teams to convert opportunities into revenue. The role also focuses on enabling the sales and partner ecosystem to scale cybersecurity business.

- The PSS owns Regional AoP for the stipulated products for the revenue targets and is directly accountable for business outcomes.

Key Responsibilities

1. Field Sales & Revenue Ownership

- Carry and achieve assigned sales / revenue targets

- Work alongside Account Managers / Channel Partners and Sales teams in the field to close opportunities

- Support deal strategy, opportunity qualification, and conversion

- Actively contribute to pipeline building, forecasting, and deal reviews

2. Customer Engagement & Consultative Selling

- Engage customers in face-to-face and virtual meetings to understand business and security challenges

- Lead first-level consultative discussions and solution discovery

- Clearly articulate:

- Our offerings and capabilities

- Key differentiators and USPs

- Business value and outcomes

3. Solution Positioning & Technical Sales

- Position and sell cybersecurity solutions with mandatory hands-on experience in:

- SOC (Security Operations Center)

- EDR / XDR

- Email Security

- Additional exposure to one or more of the following is expected:

- DLP

- GRC

- VAPT

- Cloud Security

- Explain solution architecture, use cases, and value proposition at a solution level

- Work with internal Product, OEM, and Delivery teams for deeper technical inputs and execution

4. Ecosystem Enablement (Sales & Partners)

- Enable internal Sales teams with product knowledge, use cases, and positioning

- Work closely with channel partners and system integrators to drive joint opportunities

- Support partner-led deals through solution positioning and customer conversations

- Participate in partner enablement sessions, workshops, and field engagements

5. Cross-Functional Collaboration

- Act as the bridge between Sales, Product, Partner, and Delivery teams

- Ensure solution feasibility, scope clarity, and smooth deal progression

- Coordinate internally to remove blockers and accelerate deal closure

6. Deal Closure & Execution Support

- Support commercial alignment and final solution structuring

- Ensure customer expectations are clearly set before closure

- Participate in handover to delivery teams post deal-win

Experience & Skill Requirements

Experience

- 8-15 years of experience in cybersecurity solution sales / technical sales

- Proven experience in quota-carrying roles

- Strong exposure to complex, multi-stakeholder deal environments

- Experience working closely with account sales teams and partners

Technical Understanding (Mandatory)

- Strong, demonstrable experience in SOC, EDR/XDR, and Email Security

- Ability to lead solution-level discussions confidently with CXOs, IT Heads, and Security teams

Behavioral & Functional Competencies

- Comfortable being in the field and engaging customers regularly

- Strong ownership mindset with accountability for outcomes

- Clear communicator with strong articulation and presentation skills

- Ability to work in a fast-paced, growth-focused environment

Success Metrics

- Revenue and booking targets

- Win rate and deal velocity

- Partner-led pipeline contribution

- Ecosystem enablement effectiveness

- Customer confidence and satisfaction