Job description

Basic Scope of Job:

Drive cybersecurity sales, develop new business opportunities, manage key accounts, and achieve revenue and profitability targets.

Principal Duties and Responsibilities:

1. Sales & Business Development:

• Identify and develop new cybersecurity business opportunities across target sectors.
• Generate leads through networking, referrals, cold outreach, customer visits, events, tenders, and existing accounts.
• Manage the complete sales cycle from prospecting and qualification through negotiation, closing, and handover.
• Achieve assigned monthly, quarterly, and annual sales, revenue, and gross-margin targets.
• Develop and maintain a strong sales pipeline and provide accurate sales forecasts.

2. Cybersecurity Solutions: Promote and sell cybersecurity products and services, including:

• Network security and firewalls.
• Endpoint Protection, EDR, and XDR.
• SIEM and SOC services.
• Vulnerability Assessment and Penetration Testing (VAPT).
• Managed Security Services (MSSP).
• Identity and Access Management (IAM).
• Email and cloud security.
• Data protection and Data Loss Prevention (DLP).
• Security awareness and training.
• Incident response and cybersecurity consulting.
• Understand customer security requirements and recommend appropriate solutions.
• Stay updated on cybersecurity technologies, threats, regulations, and market trends.

3. Customer & Account Management:

• Build strong relationships with IT Managers, CISOs, CIOs, Procurement Managers, and key business stakeholders.
• Conduct customer meetings, presentations, demonstrations, and solution discussions.
• Understand customer pain points, business requirements, cybersecurity risks, and compliance requirements.
• Manage existing accounts and identify opportunities for renewals, upgrades, upselling, and cross-selling.
• Ensure a smooth transition from sales to technical, implementation, and service delivery teams.

4. Presales and Solution Coordination:

• Work closely with cybersecurity engineers, architects, vendors, and technical teams to develop suitable solutions.
• Coordinate technical assessments, proof-of-concepts (POCs), demonstrations, and workshops.
• Prepare proposals, quotations, solution presentations, Statements of Work (SOWs), and RFP/RFQ responses.
• Translate technical cybersecurity requirements into clear business and commercial value for customers.

5. Commercial Responsibilities:

• Prepare and negotiate commercial proposals within approved pricing and margin guidelines.
• Coordinate with distributors, manufacturers, cybersecurity vendors, and technology partners for pricing and availability.
• Track opportunities, quotations, purchase orders, contracts, renewals, and sales closures.
• Monitor profitability and ensure compliance with company commercial policies.

Skills

Education & Qualification:

• Bachelor’s degree in Business Development, IT, Computer Science, Business, Cybersecurity or a related field. 

Education & Qualification:

• Minimum 5 years of relevant experience in the Kuwait market.
• Proven experience in cybersecurity solutions sales or account management.

Special Skills:

• Strong knowledge of cybersecurity products, solutions, and services.
• Excellent communication, presentation, negotiation, and relationship-management skills.
• Ability to engage effectively with technical teams, procurement teams, and C-level decision-makers.