Job Description

The Cyber Security Practice Lead – Solutions & GTM is a techno-commercial leadership role responsible for building, launching, and scaling cybersecurity offerings across products, managed services, and solutions.

This role owns the end-to-end cybersecurity practice from an offering and market perspective - bringing together technology, commercials, legal, GTM, partner enablement, and sales enablement. The Practice Lead acts as a 70% cybersecurity SME and 30% business owner, ensuring that offerings are differentiated, market-ready, and scalable.

This is not a delivery-only, pre-sales, or pure product management role It is a practice ownership role with strong influence on revenue, adoption, and growth.

Key Responsibilities

1. Offering Design, Stitching & Launch (Core Ownership)

• Conceptualize, design, and launch new cybersecurity offerings and managed services
  • Example: Endpoint MDR, SOC-led services, bundled security offerings
• Stitch together:
  • Technology stack and architecture
  • Service scope, SLAs, and delivery model
  • Commercial constructs and pricing
  • Legal and compliance inputs
  • Go-to-Market (GTM) strategy
• Own end-to-end launch readiness from concept to market rollout

2. Practice & Business Ownership

• Own the cybersecurity practice from an offerings and business perspective
• Work closely with Sales to:
  • Review funnel and pipeline
  • Shape opportunities and improve conversion
  • Ensure consistent adoption and execution of offerings
• Ensure offerings remain relevant, competitive, and scalable

3. Value Proposition & GTM Leadership

• Define and continuously refine:
  • Value propositions
  • USPs and differentiation
  • Solution narratives and positioning
  • Customer-facing and sales enablement assets
• Drive GTM execution across:
  • Direct sales
  • Partner ecosystem
  • OEM alliances

4. Sales & Partner Ecosystem Enablement

• Enable Sales teams with:
  • Offering clarity
  • Competitive positioning
  • Use cases and outcome-based selling
• Enable and train partners to independently drive cybersecurity business
• Support deals where required to ensure closure

5. Customer Engagement

• Engage directly with customers to:
  • Shape opportunities
  • Establish value and differentiation
  • Resolve solution or scope challenges
• Convert customer insights into new or enhanced offerings

6. OEM Strategy & Technology Leadership

• Evaluate and compare OEMs across:
  • Capabilities and integration fit
  • Licensing and commercials
  • Differentiation and roadmap alignment
• Support OEM selection, partnerships, and portfolio strategy
• Stay ahead of market trends and emerging cybersecurity technologies

Mandatory Technical Scope

• Strong architectural and solution understanding of:
  • SOC (Mandatory)
  • EDR / XDR (Mandatory)
  • Email Security (Mandatory)
• Solid exposure to multiple domains such as:
  • DLP
  • IAM / PAM
  • SASE
  • VA & Patch Management
  • Cloud Security
• GRC experience is mandatory, especially across:
  • ISO 27001
  • SOC2
  • ITGC
  • DPDPA

Experience & Profile

• 8–15 years of experience in cybersecurity
• Prior experience in:
  • Practice development
  • Solution / offering ownership
  • Managed services or productized security services
• Strong comparative understanding of multiple OEM technologies
• Proven ability to blend technology depth with commercial and GTM execution

Core Competencies

• Techno-commercial mindset
• Strong presentation, documentation, and storytelling skills
• Ability to translate complex technology into business value
• Cross-functional leadership without formal authority
• Strategic thinking with strong execution focus

Success Metrics

• Successful launch and adoption of cybersecurity offerings
• Sales and partner enablement effectiveness
• Revenue influenced by practice-led offerings
• Win-rate improvement across all deals

Market differentiation and customer confidence

Transforming Businesses through Digitalization

Tata Tele Business Services (TTBS), belonging to the prestigious Tata Group of Companies, is the country’s leading enabler of connectivity and communication solutions for businesses. With services ranging from connectivity, collaboration, cloud, security, IoT, and marketing solutions, TTBS offers the largest portfolio of ICT services for businesses in India. With an unwavering focus on customer-centricity and innovation, TTBS continues to garner recognition from customers and peers alike.
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