Cyber-security Solutions & Gtm Specialist

Job Description

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.

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.

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.

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.

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.

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.

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.

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.

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.

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