Cyber Security Business Development Leader

IBM; Austin (TX); On-site; USD 200,000 - 320,000; Full time

Job summary

International Business Machines Corporation (IBM) is seeking a seasoned Cyber Security Business Development Leader to drive revenue growth and expand our cybersecurity footprint across enterprise and government accounts. The role requires building strategic partnerships, leading end-to-end deal cycles, and translating complex security challenges into ROI-driven business cases.

You will own pipeline generation, solution design, negotiations, and contract closures while collaborating with

Qualifications

• 10+ years of progressive experience in business development, sales, or strategic partnerships, including at least 5 years in cybersecurity.
• Proven ability to meet or exceed multi-million annual signing targets in cybersecurity services, solutions, or SaaS.
• Deep understanding of cybersecurity domains and executive-level selling to enterprise/government clients.

Responsibilities

• Own and drive revenue targets for the cybersecurity portfolio across enterprise and government sectors.
• Lead end-to-end sales processes from prospecting to contract closure and expansion.
• Develop strategic partnerships with technology vendors, MSSPs, system integrators, and channel partners.
• Build ROI-driven business cases and translate cybersecurity challenges into compelling propositions.
• Collaborate with pre-sales, delivery, marketing, and legal teams to ensure deal success.

Skills

Cybersecurity sales

Executive relationship management

Strategic partnerships

Revenue targets

Customer engagement

Education

Bachelor's degree in Business, Computer Science, Information Security, or related field

Tools

CISSP

CISM

CCSP

CEH

Job description

Introduction

A career in IBM Consulting is built on long-term client relationships and close collaboration worldwide. You'll work with leading companies across Public Sector (State & Local, Health and Lifesciences), helping them shape their hybrid cloud and AI journeys. With support from our strategic Cyber partners, robust IBM Consulting, and you'll have the tools to drive meaningful change and accelerate client impact. At IBM Consulting, curiosity fuels success. You'll be encouraged to challenge the norm, explore new ideas, and create innovative solutions that deliver real results. Our culture of growth and empathy focuses on your long-term career development while valuing your unique skills and experiences.

Your role and responsibilities

We are seeking a dynamic and experienced Cyber Security Business Development Leader to drive revenue growth, expand our client base, and establish strategic partnerships within the cybersecurity market. This senior-level role bridges deep technical knowledge with sharp commercial acumen, positioning our cybersecurity solutions and services to enterprise clients, government agencies, and mid-market organizations. You will own the full business development lifecycle — from pipeline generation and deal structuring to closing and account expansion.

Key Responsibilities

Business Development & Sales

• Own and exceed quarterly and annual revenue targets for the cybersecurity portfolio.
• Lead the end-to-end sales process: prospecting, discovery, solution design, proposal development, negotiation, and contract closure.

Client Engagement & Relationship Management

• Develop and nurture C-suite and senior-level relationships (CISO, CTO, CIO, CFO) at target and existing accounts.
• Act as a trusted advisor by translating complex cybersecurity challenges into compelling, ROI-driven business cases.

Strategic Partnerships & Alliances

• Identify, evaluate, and develop strategic partnerships with technology vendors, MSSPs, system integrators, and channel partners.
• Negotiate and structure partnership agreements that accelerate market reach and revenue.
• Collaborate with alliance partners on joint go-to-market initiatives and co-selling motions.

Market Intelligence & Strategy

• Monitor and analyze market trends, competitive landscape, regulatory developments, and emerging cyber threats to inform go-to-market strategy.
• Provide market feedback to product, engineering, and marketing teams to shape solution roadmaps

Cross-Functional Collaboration

• Partner with the pre-sales, delivery, marketing, and legal teams to ensure seamless deal execution.
• Collaborate with marketing on demand-generation campaigns, thought-leadership content, and event participation (RSA, Black Hat, Gartner Security Summit, etc.).
• Mentor and coach junior business development and sales team members.

Required technical and professional expertise

• 10+ years of progressive experience in business development, sales, or strategic partnerships — with at least 5 years specifically within the cybersecurity industry.
• Demonstrated track record of meeting or exceeding $10M+ annual signings targets in cybersecurity services, solutions, or SaaS.
• Deep understanding of cybersecurity domains: endpoint security, cloud security, SOC/SIEM, identity & access management, threat intelligence, incident response, GRC, and zero-trust architecture.
• Experience selling to enterprise and/or government clients (State & Local, Healthcare and Lifesciences).
• Strong executive presence with the ability to influence at the C-suite level.
• Bachelor's degree in Business, Computer Science, Information Security, or a related field.

Preferred technical and professional experience

• MBA or advanced degree in a relevant discipline.
• Industry certifications such as CISSP, CISM, CCSP, CEH, or equivalent.
• Existing, active network of CISO/CTO relationships across target verticals (State & Local, Health and Lifesciences)
• Experience with State procurement processes, contract vehicles .
• Familiarity with cybersecurity regulatory and compliance frameworks: NIST CSF, ISO 27001, SOC 2, CMMC, HIPAA.
• Prior experience in a Big 4, consulting firm, or top-tier MSSP environment.

IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.