Lead Product Security

Role Overview

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

• 815 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