AVP Technical Business Development (Security)

PT. Indosat Tbk; Jakarta Pusat; On-site; IDR 200,000,000 - 300,000,000; Full time

Job summary

PT. Indosat Tbk is seeking a Strategic Solution Lead/Commercial Architect to own the security-led growth engine within the Technical Business Development unit.

You will translate complex cybersecurity principles into business outcomes and shape high-value opportunities early with BD and Sales. Lead opportunities from discovery to proposal, maintain governance of the security pipeline, and ensure alignment with customer objectives.

Qualifications

• 7+ years of experience in the Cybersecurity and enterprise solutions ecosystem.
• Bachelor’s degree in Engineering, Computer Science, or Business.
• Background in Security Business Development, Security Sales Specialist, Technical Sales, Cybersecurity Product, Security Presales, or Security Solution Architect roles with strong cybersecurity knowledge and revenue orientation.
• Professional security certifications (e.g., CISSP, CISM, or vendor certifications) are highly regarded.
• Proven experience in opportunity shaping and managing multi-stakeholder customer engagements.
• Experience in translating customer painpoints into deliverable security roadmaps.

Responsibilities

• Incubate and shape high-value opportunities to validate business outcomes and build a value storyline.
• Translate architecture into business value focusing on ROI, TCO, and customer pain points.
• Support Sales, Presales, and Product teams to define solution direction and commercial approach early.
• Own security pipeline governance with high data integrity and accurate revenue forecasting.
• Validate solution logic and address objections at an architectural level.
• Deliver revenue targets by operationalizing security opportunities into realized billing.
• Incubate strategic deals early to improve win probability and shorten the sales cycle.
• Governance & Reporting to provide leadership with predictable forecasts.

Skills

Strategic thinking

Security knowledge

Stakeholder management

Commercial orientation

Opportunity shaping

Education

Bachelor's degree in Engineering/CS/Business

Job description

Own the Security-led growth engine within the Technical Business Development unit to deliver realized revenue for Indosat Business. This role acts as a Strategic Solution Lead and Commercial Architect, bridging the gap between complex Cybersecurity principles and scalable revenue. The AVP is responsible for translating complex security technology into business outcomes, shaping high-value opportunities early with BD and Sales, and ensuring the successful adoption of the security portfolio within the B2B segment.

Key Responsibilities

• Incubate and shape high-value opportunities: Lead customer/opportunity discovery sessions to validate business outcomes, identify stakeholders, and build a clear value storyline before the formal proposal stage
• Translate architecture into business value: Translate complex security principles (e.g., Cybersecurity, SOC, CTI, IAM, Network Security, and Cloud Security) into business-ready narratives that focus on ROI, TCO, and customer pain points.
• Support Sales, Presales, and Product teams: Act as a opportunity shaper, help define solution direction, scope, and commercial approach early so opportunities are proposal-ready and deliverable.
• Own security pipeline governance: Maintain high-integrity pipeline data (especially strategic pipelines), ensuring stage discipline, risk tracking, and accurate revenue forecasting for leadership.
• Validate solution logic: Handle key technical objections at an architectural level to ensure the security solution is fit-for-purpose and aligns with the customer's strategic objectives
• Revenue & Adoption Delivery: Deliver IOH Business revenue target by operationalizing Security-led opportunities into realized billing.
• Opportunity Shaping: Incubate strategic deals early to improve win probability, validate solution direction, and shorten the sales cycle.
• Governance & Reporting: Maintain high-integrity pipeline governance to drive prioritization and provide leadership with predictable forecasts.

Qualification

• 7+ years of experience in the Cybersecurity and enterprise solutions ecosystem.
• Bachelor’s degree in Engineering, Computer Science, or Business.
• Background in Security Business Development, Security Sales Specialist, Technical Sales, Cybersecurity Product, Security Presales, or Security Solution Architect roles with a strong cybersecurity knowledge, and adequate communication skill, commercial and revenue orientation.
• Professional security certifications (e.g., CISSP, CISM, or vendor-specific certifications from Palo Alto, Fortinet, or Cisco) are highly regarded.
• Proven experience in opportunity shaping and managing multi-stakeholder customer engagements.
• Experience in translating customer painpoints into deliverable security roadmaps.
• Architectural Fluency: Ability to validate solution logic and handle objections across Cybersecurity, SOC, IAM, Endpoint Security, and Cloud Security at a non-engineering level.
• Commercial Engineering: Strong ability to design business schemes that prioritize value over price.
• Consultative Discovery: Skills in deal shaping, stakeholder management, and identifying strategic business drivers