Cyber Security Sales Lead
The Cybersecurity GTM Lead is responsible for building and scaling our cyber go-to-market capability from the ground up. This role owns cyber brand positioning, pipeline creation and management, sales enablement, and commercial execution across new and existing customers.
Acting as the bridge between security technology, risk outcomes, and business value, the role focuses on helping organisations understand, prioritise, and invest in cybersecurity in a way that protects operations, enables growth, and satisfies regulatory and board-level scrutiny.
The Cyber GTM Lead plays a critical role in shaping how customers perceive our cyber offering鈥攖ranslating complex security challenges into clear, compelling propositions that resonate with CISOs, CIOs, risk leaders, and executive stakeholders.
Core Responsibilities
Go-To-Market & Brand Development
- Build the cyber GTM motion from scratch, including propositions, messaging, and positioning
- Establish and own the cyber brand narrative aligned to business risk, resilience, and trust
- Define target customer segments, buyer personas, and priority use cases
- Work closely with marketing to develop campaigns, assets, and thought leadership
Pipeline & Commercial Ownership
- Own cyber pipeline creation, progression, and forecasting
- Support early-stage opportunity shaping and qualification
- Partner with sales teams to progress deals from demand generation through to close
- Lead commercial strategy, pricing, and negotiation for cyber opportunities
Cyber Advisory & Value Articulation
- Educate customers on cyber risk, threat landscapes, and security maturity
- Translate technical security concepts into business outcomes for non-technical stakeholders
- Help customers prioritise cyber investment based on risk, compliance, and operational impact
- Position cybersecurity as a business enabler, not just a technical control
Sales Enablement & Training
- Design and deliver cyber sales training for account teams
- Create and facilitate customer-facing presentations, workshops, and executive briefings
- Equip sales teams with playbooks, value narratives, and objection handling
- Act as a trusted cyber authority during customer conversations
Cyber Capabilities & Offerings
- Shape and evolve cyber offerings across areas such as:
- Security operations and monitoring
- Threat detection and response
- Identity and access management
- Cloud and infrastructure security
- Governance, risk, and compliance
- Security architecture and transformation
- Ensure offerings remain commercially relevant and aligned to market demand
Partner & Ecosystem Engagement
- Work with key technology partners and vendors to align joint GTM motions
- Support co-sell, marketplace, and alliance opportunities
- Ensure partner capabilities are integrated into customer-centric solutions
- Partners include: Microsoft, AWS, Fortinet, Crowdstrike
Skills & Experience
- Strong background in cybersecurity, cyber risk, or security transformation
- Proven experience in GTM, sales leadership, or commercial roles within cyber or technology services
- Ability to communicate complex security concepts clearly to executive and board-level audiences
- Strong negotiation, presentation, and stakeholder management skills
- Comfortable operating across strategy, sales, and delivery teams
Experience building new offerings or scaling GTM motions is highly desirable
We are looking for someone who can understand and define how Cyber plugs into the businesses wider capabilities: Data, AI, Private Cloud, Public Cloud, Business Applications, Networking