Cyber-Security Solutions & GTM Specialist

A. Cybersecurity Commercial Strategy & Market Development

• Support the development and execution of the Company's cybersecurity commercial strategy in alignment with the broader Commercial & GTM strategy.

• Identify cybersecurity market opportunities that align with the Company's capabilities, target customers and strategic direction.

• Monitor emerging cybersecurity trends, customer requirements, industry developments and evolving security needs.

• Translate market developments and customer challenges into potential commercial opportunities.

• Identify priority cybersecurity solutions, capabilities and services required to strengthen the Company's market proposition.

• Provide market and commercial insights to support decisions on cybersecurity portfolio development and investment.

• Support the identification of new market segments, customer use cases and revenue opportunities for cybersecurity services.

B. Cybersecurity Solution & Proposition Development

• Support the development, packaging and positioning of cybersecurity solutions for the market.

• Translate technical cybersecurity capabilities into clear customer propositions and business value.

• Develop solution concepts, use cases and value propositions based on identified customer and market needs.

• Work with Technology to understand available cybersecurity capabilities and translate them into market-ready solutions. • Identify gaps between customer requirements and existing capabilities and recommend appropriate solutions, partnerships or capability development.

• Support the development of commercial models and propositions for new cybersecurity offerings.

• Ensure cybersecurity propositions are relevant, commercially viable and aligned with the Company's broader technology and digital portfolio.

• Contribute to the continuous refinement of cybersecurity offerings based on customer feedback, market intelligence and commercial performance.

C. Customer & Business Engagement

• Provide cybersecurity expertise during strategic customer engagements and business development activities.

• Engage with customers to understand their cybersecurity challenges, priorities and business requirements.

• Translate customer requirements into relevant cybersecurity solution opportunities.

• Support Sales teams in identifying cybersecurity opportunities within existing and prospective customer relationships.

• Participate in customer discovery sessions, solution workshops, presentations and relevant executive engagements.

• Develop customer-facing cybersecurity narratives, solution presentations, use cases and value propositions.

• Provide relevant cybersecurity insights to help customers understand potential solutions and business outcomes.

• Identify opportunities to expand cybersecurity relationships across the Company's existing customer base.

D. Sales & Go-to-Market Enablement

• Partner with Sales to identify, qualify and develop cybersecurity opportunities.

• Support the development of cybersecurity sales plays, account propositions and go to-market initiatives.

• Develop sales enablement materials, solution briefs, presentations, use cases and other commercial collateral.

• Support Sales teams in positioning cybersecurity solutions against customer requirements.

• Provide cybersecurity input into proposals, RFPs, RFIs, tenders and other business development opportunities.

• Support the development of solution and commercial responses for cybersecurity opportunities.

• Contribute to opportunity qualification and prioritisation.

• Track relevant cybersecurity opportunities and provide visibility on pipeline development, key opportunities and potential risks.

• Identify opportunities for cross-selling and upselling cybersecurity solutions across existing customer relationships.

E. Technology & Solution Alignment

• Work closely with the Technology function to understand the Company's cybersecurity capabilities, technical roadmap and delivery capacity.

• Translate customer and commercial requirements into relevant cybersecurity solution requirements.

• Ensure proposed cybersecurity solutions are aligned with the Company's technical capabilities and delivery model.

• Collaborate with Technology and relevant technical teams during solution development and customer engagements.

• Identify technical capability gaps arising from customer and market requirements and escalate these for appropriate consideration.

• Support solution design discussions where cybersecurity expertise is required.

• Contribute commercial and customer insights to the development of cybersecurity capabilities.

• Maintain sufficient understanding of cybersecurity technologies and solutions to effectively connect technical capability with customer and business requirements.

F. Product Operations & Go-to-Market Collaboration

• Work closely with Product Operations and GTM to integrate cybersecurity solutions into the Company's broader portfolio.

• Identify opportunities to combine cybersecurity with existing network, cloud, digital and technology solutions.

• Contribute cybersecurity insights to product and proposition development discussions.

• Support the development of go-to-market plans for cybersecurity offerings.

• Provide input into product positioning, target customer segments, use cases and commercial propositions.

• Support the evaluation of cybersecurity offerings based on customer demand, adoption and commercial performance.

• Collaborate with relevant functions to ensure cybersecurity propositions are appropriately positioned and ready for market execution.

G. Strategic Partnerships & Ecosystem Development

• Identify cybersecurity technology providers and potential strategic partners that can enhance the Company's market offering.

• Evaluate partnership opportunities based on customer demand, technical capability, commercial viability and strategic fit.

• Support the development and activation of cybersecurity partnerships.

• Work with the Partnerships function to develop joint propositions and routes to market.

• Support partner-led customer engagements and go-to-market initiatives.

• Identify opportunities to leverage third-party capabilities where these address customer requirements or accelerate the Company's cybersecurity offering.

• Maintain awareness of developments within the cybersecurity technology and partner ecosystem.

H. Cybersecurity Bids & Opportunity Support

• Provide cybersecurity subject-matter input into strategic bids and commercial opportunities.

• Review customer requirements and identify relevant cybersecurity solution components.

• Coordinate cybersecurity inputs into proposals and tenders.

• Collaborate with Sales, Technology, Product and Partnerships to develop compelling cybersecurity responses.

• Ensure proposed solutions appropriately address customer requirements and business outcomes.

• Support the development of win strategies for strategic cybersecurity opportunities.

• Provide input into solution scope, commercial considerations and customer value propositions.

I. Market Intelligence & Thought Leadership

• Maintain current awareness of cybersecurity market developments, customer priorities and emerging technologies.

• Monitor competitor offerings and market positioning.

• Identify emerging cybersecurity needs that may create commercial opportunities for the Company.

• Provide regular market insights to the Head, Commercial & GTM.

• Contribute to cybersecurity thought leadership initiatives, customer forums, industry engagements and relevant events. • Develop insights that support the Company's cybersecurity positioning and go-to market strategy.

• Support the development of customer-facing cybersecurity content where required.

J. Commercial Performance & Opportunity Management

• Support the development and management of the cybersecurity opportunity pipeline.

• Monitor the performance of cybersecurity propositions and commercial opportunities.

• Provide visibility on pipeline, opportunity development, conversion and emerging risks.

• Identify opportunities to improve customer adoption and commercial performance.

• Support the assessment of commercial viability of new cybersecurity solutions.

• Contribute to business cases and commercial recommendations for cybersecurity propositions.

• Provide regular updates to the Executive Head, Commercial & GTM on cybersecurity market opportunities and commercial performance.

Requirements

Education

• Bachelor's degree in Cybersecurity, Computer Science, Information Technology, Engineering, Business Administration or a related discipline.

• Relevant professional cybersecurity certifications will be an advantage.

Experience

• Relevant experience in cybersecurity, technology solutions, consulting, solution development, pre-sales, business development or related fields.

• Demonstrated understanding of cybersecurity solutions, technologies and customer requirements.

• Experience translating technical capabilities into customer solutions or commercial propositions.

• Experience engaging with customers and commercial teams.

• Experience supporting technology sales, bids, proposals or solution development.
Experience in cybersecurity products, services or managed security solutions will be an advantage.

Core Competencies


• Cybersecurity knowledge

• Commercial acumen

• Solution and proposition development

• Customer engagement

• Business development

• Go-to-market strategy

• Strategic thinking

• Market intelligence

Benefits

• Leave Allowance
  
• 13th Month Allowance
  
• Growth Opportunities
  
• Office Gym