PreSales Director - BFSI Cyber Security

Tata Consultancy Services; Edison (NJ); On-site; USD 165,000 - 217,000; Full time

Job summary

Tata Consultancy Services (TCS) is seeking a PreSales Director – BFSI Cyber Security to lead end-to-end sales for a cluster of BFSI accounts in the United States. You will build pipelines, craft tailored proposals, and collaborate with account teams, solution architects, and partners to win large cyber security deals.

The role requires 13+ years in cyber security sales, strong executive communication, and ability to travel to meet clients.

Qualifications

• 13+ years of relevant experience in cyber security sales
• Proven experience selling cyber security services and products
• Excellent understanding of cyber security trends
• Presentation skills and experience presenting to C-suite

Responsibilities

• End to end ownership of cyber security sales for a cluster of BFSI accounts
• Build cyber security sales pipeline aligned to revenue growth targets
• Drive new business via proactive selling, cold outreach and prospecting
• Meet customers regularly to identify growth opportunities
• Develop and present tailored cyber security proposals responding to RFIs/RFPs
• Upsell and cross-sell cyber security services across multiple lines of business
• Collaborate with product alliances for licenses and services sales
• Manage the complete sales cycle and support delivery teams

Education

Bachelor's Degree

Job description

Job Description

TCS BFSI unit is currently undergoing through a period of accelerated growth. We are looking to add multiple roles to the Cyber Security Sales Team; one of these is an ambitious PreSales Director – BFSI Cyber Security to support our expansion. You will be working with a focus to grow Cyber Security business within Banking, Financial Services, and Insurance industry within cluster of accounts. The Presales Director will be responsible for managing multiple opportunities across a diverse portfolio of BFSI clients while proactively identifying and developing new business opportunities.

What You Will Be Doing In This Role

• End to end Owner of Cyber Security Sales for cluster of accounts within BFSI
• Build Cyber Security sales pipeline in line with sales targets defined by Sales Head & Cyber Security Practice head based on revenue growth aspirations
• Ensure new Cyber Security sales booking through proactive and reactive deals to contribute to revenue growth targets through cold outreach, proactive selling and prospecting along with respective business owners and stakeholders
• Be accountable and responsible to meet or exceed all sales parameters like but not limited to Overall pipeline, qualified pipeline, Sales booking
• Develop and nurture a net new Cyber Security sales funnel from prospecting and networking
• Regularly meet customers to continuously monitor for prospective Cyber Security business growth
• Proactively works on Cyber Security renewal deals to protect existing revenue
• Construct and present tailored Cyber Security presentations/proposals to clients based on their requirements through RFP/RFI/RFQ response and proactive selling
• Grow accounts from lucrative single/dual lines of business into multiple lines and high yield through upselling and cross selling of Cyber Security Services
• Work with Cyber Security product alliance partners for license and services sales play
• Manage a complete Cyber Security sales cycle, and support the project management/ technical teams to ensure seamless project delivery
• Understand the competitive landscape and demonstrate TCS’s key value propositions in Cyber Security
• Work closely with both the Account Sales (Business Owners) and Marketing teams to build Cyber Security campaigns and enhance prospect/wins
• Daily activities will include meeting the Cyber Security customer, prospecting, qualifying, closing, and project and technical management support on closed deals
• Create, Implement, and Execute Strategic Account Plans across existing Cyber and whitespaces
• Work closely with key stakeholders to understand cyber security business needs and define requirements and submitting unsolicited proposals for these requirements.
• Respond to client issued RFQ, RFI and RFP working with the Account team, offshore pre-sales team, solution architects and SME’s to prepare best in class Cyber Security solutions, estimate the changes required to deliver the proposed solution and work with finance/account team to measure the margins for cyber security only and/bundled deals
• Be responsible for the Sales to Delivery handover process; supported by the Project Delivery and Technical Teams
• Build and foster relationships with cybersecurity internal and external customers
• Understand customer business requirements and build effective proposals and solutions
• Maintain excellent internal relationships, understanding of who to go to for required resources

Qualifications

• 13+ years of relevant experience
• Bachelors Degree
• Any Cyber Security certifications such as CISSP, CISM, CISA, CRISC, CCSP, TOGAF or SABSA (Enterprise Architecture).
• Proven experience in selling Cyber Security Services and products.
• Comprehensive and current knowledge of Cyber Security industry trends
• Excellent understanding and basic technology know-how for any 3 topics in the following list
• Identity & Access Management
• Enterprise Vulnerability Management
• Manage, Detect and Respond
• Cloud Security
• Data Protection and privacy
• Governance, Risk and Compliance
• Network Security and Tools
• Ability to travel to meet customers, conduct workshops and defend solutions
• Presentation skills and experience presenting to C-Suite
• Proven track record of success prospecting for new business and cross selling within current accounts
• Ability to create and maintain relationships with senior management and c-level
• A proactive attitude and ability to communicate with a variety of individuals and skill levels in an appropriate manner
• Motivated, competitive and results driven mindset
• Able to work independently and as part of a team, with a ‘can do’ attitude
• Ability to multi-task and prioritize requirements, while maintaining a focus on quality work
• Flexibility and a willingness to support outside of their direct area of responsibility
• Good time management, and the ability to thrive in a fast-paced environment while embracing potential challenges

Salary Range: $165,000-$216,700 a year