Cyber Security Consultant
Role details
Job location
Tech stack
Job description
Operating Network(Internal) Group Practice Engagement Manager. Cyber Security Practice Leadership across Sales, Pre-Sales, Delivery, Marketing, Alliances. Vertical CSG's and Vertical Leadership. CIS Practice Engagement Managers and CIS Leadership.
(External) Client Security Teams - Chief Information Security Officers CISO's, Business Information Security Officers BISO's, Data Privacy Officers DPO's, Chief Security Architects CSA's, Risk & Compliance. Client IT leadership - CIO, CTO, DPO. Client Business Leadership. Client Procurement office. Security Alliance partners / partner platforms.
Purpose of the Role
Cyber security sales subject matter expert supporting either Germany/Switzerland or UK/I
Identify, develop, and close new security opportunities within existing Cyber Sec clients by working with the supporting teams (including Vertical Sales/Delivery/Architects, Cyber Delivery, Cyber Solution Architects / Technical SME's, Cyber Marketing)
Identify, develop, and close new security opportunities within existing Infosys customers who are not currently Cyber Security Practice customers by working with the supporting teams (including Vertical Sales/Delivery/Architects, Cyber Delivery, Cyber Solution Architects / Technical SME's, Cyber Marketing)
Identify, develop, and close new security opportunities within named Infosys new logo by working with the supporting teams (including Vertical Sales/Delivery/Architects, Cyber Delivery, Cyber Solution Architects / Technical SME's, Cyber Marketing)
Support Infosys large strategic multi offering outsourcing/transformation deals from a security perspective throughout the sales cycle. Drive Security by Design approach/methodology, differentiation through security, and solutioning to minimum compliance in in price to win/BAFO situations.
Work proactively with Infosys Strategic Security Partners to identify and drive new sales pipeline
Proactively evangelize Security and Cyber Security Practice across all EMEA Verticals and relevant geos.
Areas of Responsibilities
Sales Planning and ReviewThe Practice engagement Manager provides data points to Cyber Security leadership help create a realistic sales plan.
Market DevelopmentThe Practice Engagement Manager persuades clients to provide industry wide references; provides input on specific events / sponsorships to corporate marketing; participates in events and conferences to support revenue growth outside the account and increase ROI on events.
Customer ProspectingThe Practice Engagement Manager provides Cyber Security collateral / references / prospecting help (especially virtual or on-site face-face meetings with the client) to Vertical BDM teams. Customers could be existing for Cyber Practice, or Infosys (non-Cyber Practice) or targeted new logos. Effective sales qualification will be critical.
Opportunity Identification and qualificationThe Practice Engagement Manager navigates the account to identify varied kinds of deals in the account in order to increase Cyber Security revenue share.
Proposal DevelopmentThe Practice engagement Manager will partner with Cyber Sec Practice and other business units (BU), if cross-BU proposal, and be a part of the integrated pursuit team. S/He will create menu of pricing options (best and worst case) for in case of multi-unit deal and suggested win-price. S/He will provide recommendations on go/no-go from BU's perspective and get HU approvals in order to support BU EM while also considering the BU's targets.
Proposal Negotiation and ClosureThe Practice Engagement Manager will (in case of multiple BU pursuits) align with the IBU EM's direction. S/He will set up and facilitate proposal-coaching sessions between client and pursuit team's technical / domain experts. S/He will drive client consensus or at least neutralize opponents, articulate business value and drive pricing to articulate business value and win the deal at the right premium.
Contracting and MSAThe Practice engagement Manager provides Cyber BU-specific inputs to the EM and the Commercial Manager. He will be the point-of-escalation if needed, to ensure quick closure of the contract with an acceptable level of risk to Infosys.
Account Planning and ReviewThe Practice Engagement Manager Anchors Cyber Practice's contribution in sales Account plans, communicates and executes as per plan. S/He conducts periodic review of plan with higher Management to grow in the Account as per plan.
Account MiningThe Practice Engagement Manager prepares for client meetings as per BU EM's guidelines, participates actively in client meetings; works with BU EMs to close any opportunities generated in order to expand Cyber Practice BU footprint in account as per plan. S/He works with Delivery closely, provides account context and techno-functional review of the meeting material.
Account OperationsThe Practice Engagement Manager signs off on SOWs / Contracts and follows up with the client to sign SOWs (for Cyber Practice)
Relationship ManagementThe Practice Engagement Manager recommends public engagements / conferences / Infosys events that the client and the Cyber Security Practice can jointly benefit from. S/He gets the clients to participate in events and conferences of mutual benefit; sets up periodic reviews with important customer stakeholders per pre-agreed format. S/He sets expectations with individual clients (who can be influenced) before the account relationship review document is presented, and tracks to closure of Cyber Security Practice action items - all in conjunction with the Vertical Sales CSG.
People ManagementThe Practice Engagement Manager Mentors Cyber Security Practice pre-sales solution architect team and works closely with Cyber Security Practice Delivery Managers / Heads to provide development feedback for senior delivery team members of the account management team., Opportunity Identification and QualificationNumber of requests for proposals for Large deals (> USD 5M) - could be sole sourced or not.
Proposal DevelopmentAverage Infosys PAT across the proposals submitted; average Cyber Security Practice PAT across the proposals submitted.
Proposal Negotiation and ClosureDollar proposals won; Number (and $) of proposals won / Number (and $) of total proposals submitted.
Account Planning and ReviewCyber Security Practice Revenue; Cyber Security Practice margin; number of large deals; number of new buying centers.
Account MiningNumber of new buying centers; $ from new buying centers; number of new service lines and $ from new service lines., Job Description We are looking for a Cyber Security DLP & SecOps Analyst to join our Operational Security team. The successful candidate will be responsible for managing and improving Data Loss Prevention (MS Purview DLP) systems, investigate alerts, and work with teams...
Requirements
Proven experience in a sales SME role in the DACH Cyber Sec market.
Driving large TCV deals ($5m TCV +) across; Security Operations Centre (SOC), Identity & Access Management (IAM), Security Staff Augmentation, Cloud / Network Security inc Zero Trust, OT Security
Proven formal "big co" sales training eg TAS/MEDDIC/Power Base Selling (or equivalent)
Personal network within either DACH or UK/I security market across both clients and alliance partners and industry association networks
Referencability - we must be able to take references from trusted mutual contacts from within our network
Proactive entrepreneurial sales approach - disruptive if necessary
Knowledge and Skills requiredKnowledge: Knowledge of cybersecurity industry deal drivers, knowledge of Cyber Security offerings, outsourcing business, cost & revenue drivers for an IT organization, Business case creation,
Skills: Maturity and creativity during a pursuit, to ensure that the BU's needs are met in the long term along with those of Infosys, effective and structured communication skills (consultative skills when combined with wit).
Performance Measures
Sales Planning and ReviewPerformance vs TCV, Revenue, Profitability targets, Job Description Experience, qualification, and soft skills, have you got everything required to succeed in this opportunity Find out below. We are looking for a Cyber Security DLP & SecOps Analyst to join our Operational Security team. The successful candidate will be...
Benefits & conditions
Job Description Head of Cyber Security 13 Week Contract Hybrid Working - Locations in London, Manchester and Bristol Inside IR35 £850-£900 per day Active SC required Change-IT are looking for a Head of Cyber Security to cover Paternity leave for 3 months. This role...
