Cybersecurity Technical Sales & GTM Lead

Role Overview
The Cybersecurity Technical Sales & GTM Lead is responsible for driving cybersecurity revenue across SMB and mid-market segments through both direct sales and partner-led Go-To-Market motions.

The role combines cybersecurity solution understanding, customer-facing sales execution, partner ecosystem development, pipeline ownership, and cross-functional coordination to ensure consistent funnel creation, conversion, and revenue growth.

This role focuses on cybersecurity solution positioning, GTM execution, and revenue growth, with emphasis on sales, partner enablement, and business outcomes rather than deep technical implementation.

Key Responsibilities

GTM and Revenue Ownership (Direct + Partner Led)

• Drive cybersecurity revenue through both direct sales and partner ecosystem 
• Identify, develop, and execute SMB and mid-market GTM strategies 
• Build and scale partner-led pipeline while also supporting direct opportunities 
• Ensure consistent market penetration across regions and customer segments 
• Balance direct pursuit of key accounts with partner-driven demand generation 

Partner Management and Enablement

• Build and manage strong relationships with cybersecurity partners and alliances 
• Enable partners to independently position and sell cybersecurity offerings 
• Conduct regular partner training on offerings, use cases, and positioning 
• Drive joint GTM activities including campaigns and account targeting 
• Ensure active partner participation in pipeline creation and deal closure 

Pipeline and Funnel Management

• Own end-to-end pipeline visibility across direct and partner channels 
• Conduct regular funnel reviews with internal sales teams and partners 
• Ensure pipeline hygiene, stage discipline, and conversion tracking 
• Identify stalled opportunities and drive them to closure 
• Improve forecast accuracy and overall funnel performance 

Sales and Deal Execution Support

• Engage directly with customers and partners in solution discussions 
• Translate cybersecurity capabilities into clear business value propositions 
• Support deal qualification, positioning, and closure 
• Align offerings with customer requirements and business outcomes 

Cross-Functional and Stakeholder Management

• Work closely with internal cybersecurity practice, product, delivery, finance, and operations teams 
• Coordinate with regional sales and business development teams for execution alignment 
• Ensure revenue recognition, deal booking, and reporting accuracy in coordination with finance and operations teams 
• Ensure alignment between offerings, GTM execution, pricing, contracting, delivery capability, and billing processes 
• Act as a central coordination point across stakeholders to remove execution blockers and ensure deal closure and revenue realization 
• Collaborate with legal, finance, and operations teams as required for deal structuring, approvals, and compliance 
• Work closely with OEMs and technology partners to align product capabilities, joint value propositions, and cybersecurity offerings 
• Ensure alignment between OEM capabilities, internal delivery teams, and market-facing value propositions to ensure offerings are competitive, scalable, and deliverable 

Mandatory Technical Knowledge (Cybersecurity Domain Understanding)
Candidate must have strong working knowledge (from a solution and sales perspective) of:

• SOC (Security Operations Center) and Managed SOC services 
• EDR and XDR solutions 
• Email Security (phishing protection, secure email gateway concepts) 
• DLP (Data Loss Prevention) 
• GRC (Governance, Risk and Compliance) including ISO 27001, SOC2, ITGC, and DPDPA awareness 
• VAPT (Vulnerability Assessment and Penetration Testing) concepts and positioning 

Experience and Profile

• 8–15 years of experience in cybersecurity or IT security domain 
• Experience in technical sales, pre-sales, alliance management, or channel/partner sales 
• Exposure to both direct and partner-led sales models preferred 
• Strong track record in revenue generation and deal closure 
• Experience in SMB and mid-market cybersecurity business strongly preferred 

Core Competencies

• Strong sales execution and revenue ownership mindset 
• Partner relationship management and ecosystem development 
• Pipeline and funnel discipline across direct and indirect channels 
• Ability to simplify technical cybersecurity concepts into business outcomes 
• Strong cross-functional coordination and stakeholder management 
• Execution-focused, high accountability mindset 
• Strong communication, negotiation, and problem-solving skills 
• Ability to operate in fast-moving SMB and mid-market environments