Job Description
Key Attributes
• Minimum 5+ years of experience in corporate IT sales with strong exposure to Cybersecurity Solutions/Services.
• Strong experience in managing alliances/OEM relationships and driving revenue through partner ecosystems.
• Proven track record in hunting, new account acquisition, and generating cybersecurity pipeline.
• Experience in closing large, complex cybersecurity deals in collaboration with OEMs.
• Strong understanding of the complete sales cycle from prospecting to closure and revenue recognition.
• Skilled in commercial negotiation, proposal preparation, and handling legal/compliance aspects of deals.
• Ability to work cross-functionally with technical teams, OEM partners, and internal stakeholders.
RESPONSIBILITIES
• Drive cybersecurity business through strategic alliances and OEM partnerships (e.g., Palo Alto, CrowdStrike, Splunk, Fortinet, Check Point, Cisco, Microsoft, etc.).
• Develop and execute joint GTM plans with OEMs and distribution partners.
• Identify, evaluate, and pursue new cybersecurity opportunities through partner channels.
• Manage and expand relationships with existing OEMs, ensuring alignment on pipeline, enablement, and sales strategy.
• Support direct sales teams with technical and commercial inputs received through OEM engagements.
• Prepare detailed proposals, quotes, and OEM-led solutions as per customer requirements.
• Respond to RFPs/RFQs in coordination with internal teams and OEMs. • Ensure timely follow-up on proposals, deal progress, order closures, and collections.
• Track competition, pricing trends, OEM programs, incentives, and partner policies.
• Maintain an updated CRM sales funnel, partner dashboards, and regularly participate in sales reviews.
• Achieve quarterly targets across revenue, profitability, and alliance KPIs.
• Attend OEM trainings, certifications, and product update sessions to stay current on cybersecurity solutions and market trends.