We are seeking a high-performing candidates to lead our strategic expansion of Cyber Security Services within this location. As a Segment Head - Cyber Security, you will be responsible for driving strategic growth by positioning our specialized cybersecurity services directly with Customer. This role focuses on a specialized mandate: Cyber Security Revenue growth, Upsell and Cross sell, revenue target achievement, Customer stakeholder management, Sourcing, programs delivery management of our Cyber Security Services directly to
Security Products Development Team for 'product development and enhancement activities and cyber security activities such as Application Security, DevSecOps, Data Security and Privacy etc. CISO Organization for their internal consumption and operational support.
You will act as a face of TCS Cyber Security Practice to Customer's engineering and internal security leadership. Your goal is to identify gaps where our services can accelerate their product roadmap or support the CISO organization in securing the enterprise.
The candidate will need to possess Cyber Security technical knowledge with expertise in two or more domains like IAM, Network Security, Cloud Security, Data Security and good knowledge of rest including GRC, MDR etc. Experience in Cyber Security Delivery, Operations, Consulting and revenue management is expected.
Key Responsibilities
Strategic Hunting, Farming & Relationship Building
Identify, map, and penetrate key stakeholders within Customer's Security Product Development groups and the Office of the CISO. Build and maintain deep, trusted relationships with Corporate VPs, VPs, Directors, Principal Group Managers, Engineering Managers, Program Managers, and Security Directors. Navigate the complex internal ecosystem to uncover opportunities with Security Products Teams for co-engineering, staff augmentation, specialized penetration testing, and security consulting services aligning to their product roadmap. Identify white glove professional Services, Customer Support or Managed Services for Security Products, for their customers for additional business opportunities Identify and close new service opportunities with CISO Organization by demonstrating how our offerings augment and support their internal security posture
Solutioning & Technical Acumen
Solution Alignment: Tailor cybersecurity service offerings to integrate seamlessly with Customer's core security pillars, ensuring our services provide clear value-add to their internal consumption needs Leverage your deep understanding of the Security Portfolio to speak the language of the product teams Articulate how our services can assist product teams in "dogfooding" new features, stress-testing beta releases, or managing legacy components Propose services that support the CISO org in maintaining their Security posture and internal threat defense
Revenue Growth
Own and Lead end-to-end from prospecting to contract negotiation and closure of SOWs Overall owner and accountable for CSP program service delivery across multiple accounts Develop a robust pipeline of service opportunities Good understanding of Revenue management Ability to forecast and track revenue targets Work with Sales and PreSales team on RFI/RFPs to ensure complete understanding of scope of work, alignment with SoW for Delivery Collaborate with our i nternal Solution Architects to draft technical proposals that address the specific nuances of customer engineering and/or internal environments Ensure Program delivery plan development, resource loading plan, onboarding plan Ability to work on Presentations and Excel and present it to Customer Ensure understanding of Customer requirements, position/job description, Activities to be undertaken Build customer relationship and setup regular connect to ensure governance and business development with external and Internal stakeholders Work in Tandem with Offshore Delivery Partner to ensure successful program and service delivery Ensure Delivery Excellence and meeting of CSS Targets Provide guidance and be a mentor to team members Identify and grooms Cyber Security leaders Opportunities Pipeline, win ratio, new area penetration, revenue growth and CSS would be some of the Key KRAs to measure the success.
Market Intelligence
Stay ahead of the curve by keeping yourself updated on newer security technologies, market trends and competitive information to proactively pitch relevant support services Gather feedback from engineering teams to help shape our own service delivery standards
Qualifications:
Experience: 13+ years of experience of high-performance experience in Account Management or Business Development within the Cybersecurity service industry, specifically targeting "Big Tech" or Hyperscale clients Target Audience Expertise: Proven track record of deliver/manage professional services into large technology enterprises (selling directly to R&D/Product teams or Internal IT/Security orgs) Technical Knowledge: You must possess a deep, practitioner-level understanding of the Security Stack to speak the language of their internal engineers and security leads Business Acumen: Proven track record of meeting or exceeding high-value service contracts ($5M+ TCV) working with Sales Teams for complex, service-based sales. Soft Skills: Exceptional communication skills with the ability to translate complex technical service capabilities strategic business outcomes for C-suite and Senior Engineering leadership.
Behavioral
Possess strong analytical thinking and critical thinking skills; and a proven ability to take a large complex problem, and break it down into smaller manageable stories Must be able to work independently with minimal guidance and supervision Ability to influence others and negotiate Detail oriented with strong communication skills Excellent business problem-solving skills Ability to communicate at all levels of customer organization Ability to represent during RFP defense and solutioning Ability to work in a Global delivery model Must be a go-getter with ownership mindset Ability to build trust with all stakeholders Have Strong business acumen and customer centric mindset Ability to take decisions with a Win-win outcome Ability to create strategy and plan Must have learning aptitude and keep close to current technologies Have a Leadership mindset to ensure self and team growth Be a leader, have strategic thinking and ability to come up with improvements in current ways of working, improve and forge new relationships
Salary Range: $170,200-$223,400 a year
#LI-AK1