About TechD Cyber Security
TechD Cyber Security is a specialized cyber security services organization focused on delivering risk-led, business-aligned cyber security outcomes for large enterprises, regulated institutions, and government bodies. TechD partners with organizations to strengthen cyber resilience across people, process, and technology by offering comprehensive services including Vulnerability Assessment & Penetration Testing (VAPT), Red Teaming, Managed Detection & Response (SOC/MDR), Governance Risk & Compliance (ISO 27001, SOC 2, HIPAA, PDPL), Cloud & Application Security, Cyber Advisory, and Cyber Staff Augmentation.
Our approach mirrors global consulting best practices—combining deep technical expertise, structured methodologies, and executive-level engagement—to enable clients to manage cyber risk while supporting business growth and regulatory compliance.
Role Purpose
The Manager – Enterprise Business is a core revenue-generating and market-expansion role within TechD Cyber Security’s Enterprise Services business. The primary purpose of this role is to originate, qualify, and close net-new enterprise opportunities by positioning TechD’s cyber security services as strategic, risk-aligned, and outcome-driven business solutions rather than transactional offerings.
The role is explicitly designed for a hunter-oriented sales professional with a consultative mindset, capable of independently driving enterprise engagements, navigating complex buying structures, and influencing senior stakeholders. The role requires a high degree of ownership, commercial maturity, and discipline, ensuring revenue growth is achieved without compromising delivery feasibility, margin integrity, or brand credibility.
This position plays a critical role in shaping TechD’s perception in the market as a trusted cyber security advisory partner, particularly among large enterprises, regulated industries, and CXO-level stakeholders.
Key Expectations
· Act as a primary driver of net-new enterprise revenue: The role holder is expected to take direct accountability for generating fresh revenue through new customer acquisition. This includes identifying white spaces in the market, proactively creating opportunities, and converting them into closed deals with minimal dependency on inbound leads.
· Operate with consulting-grade rigor in client engagement and solutioning: All client interactions must demonstrate structured thinking, data-backed reasoning, and clarity of articulation. The Manager is expected to conduct hypothesis-driven discussions, structured discovery sessions, and value-based solution positioning aligned to enterprise decision-making standards.
· Represent TechD at CXO and Board-adjacent levels: The role requires the ability to confidently engage with senior leadership, including CISOs, CIOs, Risk Heads, and executive committees, with maturity, executive presence, and credibility. The Manager must communicate cyber risk and service value in business language.
· Balance growth ambition with delivery feasibility and margin protection: Revenue generation must be aligned with realistic delivery capabilities, commercial governance, and long-term account sustainability. The role holder is expected to avoid over-commitment, under-pricing, or scope ambiguity that could impact delivery or profitability.
Organizational Context & Reporting
The Manager – Enterprise Business reports directly to the Vice President – Enterprise Business and operates within TechD’s enterprise growth structure. The role functions as a critical interface between the market and internal execution teams, ensuring alignment between client expectations and organizational capabilities.
Key Internal Stakeholder Alignment
· Cyber Security Delivery & Consulting Teams: To ensure solutions proposed are technically sound, scalable, and aligned with delivery realities.
· Pre-Sales & Solution Architecture: To co-create tailored service offerings, technical responses, and enterprise-grade proposals.
· Finance, Legal, and Commercial Governance: To ensure pricing, contracts, and commercials adhere to internal policies and risk frameworks.
· Marketing & Strategic Alliances: To leverage brand positioning, campaigns, partnerships, and joint go-to-market initiatives.
The role carries end-to-end ownership of opportunities, from initial market engagement and opportunity creation through commercial closure and a structured transition to delivery teams.
Key Responsibilities & Accountabilities (KRAs)
1. Enterprise New Business Origination (Hunter Mandate)
The Manager is fully accountable for building and converting a sustained and high-quality enterprise pipeline across TechD’s cyber security services portfolio.
Responsibilities
· Identify, target, and penetrate large enterprise and regulated accounts: Conduct systematic account identification and prioritization, focusing on enterprises with high cyber risk exposure, regulatory obligations, or digital transformation initiatives.
· Drive structured prospecting through outbound, referrals, alliances, and industry forums: Execute proactive outreach strategies including cold prospecting, partner-
led introductions, ecosystem relationships, and participation in industry events and forums.
· Engage decision-makers including CISO, CIO, CTO, Risk, Compliance, Procurement, and Business Heads: Map enterprise buying centre’s, understand stakeholder priorities, and tailor engagement strategies accordingly.
· Convert initial conversations into qualified, budget-backed opportunities: Apply disciplined qualification frameworks to ensure opportunities have defined scope, budget, authority, and timelines.
Focus
· Consistent acquisition of net-new enterprise logos
· Predictable and scalable pipeline aligned with annual revenue targets
Consultative Cyber Security Solutioning
The role requires transforming complex cyber security challenges into clear, business-aligned service propositions that address risk, compliance, and operational objectives.
Responsibilities
· Lead structured discovery discussions: Assess current cyber maturity, threat exposure, regulatory pressures, and business priorities through consultative engagement.
· Position services across TechD’s portfolio, including:
o Vulnerability Assessment & Penetration Testing (VAPT)
o Red Teaming & Advanced Security Testing
o SOC, MDR, and Incident Response
o Governance, Risk & Compliance (ISO, SOC 2, HIPAA, PDPL)
o Cloud & Application Security
o Cyber Advisory and Staff Augmentation
· Collaborate with technical and delivery teams: Ensure solutions are technically defensible, commercially viable, and scalable across enterprise environments.
Focus
· Solutions positioned as strategic business enablers
· Clear articulation of value, scope, and measurable outcomes
Deal Ownership & Commercial Leadership
The Manager owns the entire sales lifecycle and is accountable for commercial integrity and governance.
Responsibilities
· Lead proposal development and RFP/RFI responses: Ensure enterprise-grade documentation aligned with client procurement standards.
· Develop high-quality documentation: Use Word, PowerPoint, and Excel to create clear proposals, executive presentations, and commercial models.
· Drive negotiations on pricing, scope, and contractual terms: Balance competitiveness with margin protection and risk mitigation.
· Ensure alignment between client expectations and delivery commitments: Prevent scope creep, misalignment, and post-sale escalations.
Focus
· High win-rate on qualified opportunities
· Sustainable margins and low delivery escalations
Pipeline Governance, Forecasting & CRM Discipline
This role requires a high degree of sales governance, data discipline, and predictability, which are critical for enterprise planning, capacity allocation, and financial forecasting. The Manager is expected to operate with process rigor comparable to global consulting organizations, ensuring that all sales data is accurate, current, and auditable at any point in time.
Responsibilities
· Maintain accurate and timely opportunity updates in CRM systems: The Manager is responsible for ensuring that all opportunities are logged, updated, and progressed through defined CRM stages with complete information. This includes opportunity value, probability, expected closure dates, decision-makers, next actions, and identified risks. CRM data must reflect reality at all times and not be retroactively corrected.
· Track pipeline health, deal velocity, and conversion ratios: The role requires continuous monitoring of pipeline quality and movement. This includes identifying stalled deals, understanding drop-offs between stages, and actively managing deal velocity to avoid end-of-quarter surprises. The Manager must use pipeline metrics as a decision-making tool, not merely a reporting mechanism.
· Provide leadership with realistic forecasts and risk visibility: Forecasts are expected to be conservative, evidence-based, and transparent. The Manager must proactively flag risks related to decision delays, budget uncertainty, stakeholder alignment, or competitive threats. There should be no last-minute surprises to leadership.
· Support quarterly and annual business planning exercises: The Manager will contribute structured inputs for revenue planning, account prioritization, capacity forecasting, and growth strategy. This includes providing insights on market trends, sector demand, and pipeline maturity to inform leadership decisions.
Focus
· High forecast accuracy: Forecasts should consistently align with actual closures, reflecting disciplined opportunity qualification and honest reporting.
· Leadership confidence in reported numbers: Senior leadership should be able to rely on the Manager’s pipeline and forecast data for strategic and financial decisions.
· Transparent and auditable sales processes: All sales activity should be traceable, structured, and compliant with internal governance and audit requirements.
Client Relationship & Brand Stewardship
The Manager acts as a senior ambassador of TechD Cyber Security, representing the organization’s values, professionalism, and market positioning in all external interactions. The role goes beyond transactional selling and requires building long-term, trust-based advisory relationships with enterprise clients.
Responsibilities
· Represent TechD in CXO discussions, workshops, and industry forums: The Manager is expected to engage confidently with senior stakeholders, lead structured discussions, and articulate TechD’s value proposition in a manner aligned with enterprise and Board-level expectations.
· Build long-term advisory relationships beyond single transactions: The role requires moving from deal-centric engagement to relationship-centric engagement, where TechD is seen as a long-term cyber security partner involved in strategic planning and decision-making.
· Uphold TechD’s brand, ethics, and professional standards: The Manager must adhere to high ethical standards, transparent communication, and professional conduct in all client interactions, ensuring TechD’s reputation is protected and enhanced.
· Identify opportunities for cross-sell, upsell, and long-term account expansion: Through continuous engagement and understanding of client environments, the Manager is expected to identify opportunities to expand scope across additional services, geographies, or business units.
Focus
· Trusted-advisor positioning: Clients proactively seek TechD’s inputs on cyber risk and security strategy, not only during procurement cycles.
· Repeat business and long-term account value creation: Accounts grow in value over time through sustained engagement, renewals, and multi-year programs.
Key Performance Indicators (KPIs)
KPIs are reviewed quarterly and annually and are directly linked to performance evaluation, incentives, and career progression. These KPIs reflect not only revenue outcomes but also quality, predictability, and governance.
Revenue & Growth
· Net-new revenue achievement: Measures the Manager’s ability to generate incremental revenue from new enterprise clients, independent of existing account base.
· Number of new enterprise logos: Assesses market expansion and diversification of TechD’s client portfolio.
· Average deal size and win ratio: Indicates effectiveness in positioning higher-value engagements and converting qualified opportunities.
Pipeline Health
· Pipeline coverage (3x–4x of target): Ensures sufficient opportunity volume to reliably meet revenue targets.
· Conversion rate across stages: Measures quality of opportunity qualification and progression.
· Sales cycle duration: Evaluates efficiency in managing enterprise sales timelines without compromising deal quality.
Commercial Quality
· Gross margin adherence: Ensures deals are closed within approved margin thresholds.
· Proposal quality and turnaround time: Measures responsiveness and professionalism in client engagements.
· RFP/RFI success rate: Assesses competitiveness and effectiveness in structured procurement processes.
Governance & Discipline
· CRM hygiene and forecast accuracy: Measures discipline in data management and predictability.
· Internal stakeholder feedback: Evaluates collaboration and alignment with delivery, finance, and leadership teams.
· Client satisfaction and repeat potential: Assesses long-term relationship quality and growth potential.
Qualifications & Experience
Experience
· 3–5 years of enterprise B2B sales experience: Demonstrated experience engaging large enterprises with complex buying structures and long sales cycles.
· 2 years in cyber security services sales: Hands-on exposure to selling cyber security consulting, assurance, or managed services in enterprise environments.
· Demonstrated hunter-led new business success: Proven ability to independently originate and close new enterprise opportunities.
· Experience handling complex, multi-stakeholder enterprise deals: Ability to manage competing priorities, multiple decision-makers, and extended procurement processes.
Skills
· Executive-level communication (written and verbal): Ability to clearly articulate complex cyber security concepts in business language suitable for CXOs.
· Strong proficiency in Word, PowerPoint, and Excel: Capability to independently create enterprise-grade proposals, presentations, and commercial models.
· CRM expertise and pipeline management: Comfort with CRM systems and disciplined sales process execution.
· Negotiation, analytical thinking, and stakeholder influence: Ability to negotiate effectively while balancing commercial, delivery, and relationship considerations.
Education
· MBA (Sales, Marketing, Strategy, or equivalent) from a reputed institute, providing formal grounding in business strategy, financial acumen, and leadership.
