About the role
Sales Manager (Cybersecurity Services) role based on the published job description. Key responsibilities and requirements were extracted directly from the posting for quick review.
Aerospace & DefenseOnsite
Key Responsibilities
- Lead regional business development activities for cybersecurity services across IT and OT environments, with a particular focus on critical infrastructure, government, and regulated industries Own and manage the full sales lifecycle, including pipeline development, opportunity qualification, solution shaping, bid management, commercial negotiation, and contract closure Maintain a healthy sales pipeline at minimum 3x coverage of quarterly revenue targets, continuously prospecting and developing opportunities to ensure sustainable revenue growth Engage internal stakeholders from adjacent business units and business lines to generate opportunities Engage senior customer stakeholders (C-suite, CIO, CISO, CTO, and operational leadership) to understand business drivers, risk profiles, and regulatory obligations, positioning Thales CDI cybersecurity offerings as trusted, high assurance solutions Translate complex cybersecurity technologies and architectures into clear, value-driven propositions that address customer risk, resilience, and compliance requirements Work closely with consulting, engineering, solution architects, and delivery teams to develop technically sound, compliant, and commercially viable proposals aligned with customer needs and international standards (e.g., ISO/IEC 27001, NIST, IEC 62443)
- Lead and coordinate responses to RFPs, RFIs, and tenders, ensuring high-quality technical, commercial, and governance inputs that meet customer and regulatory expectations Apply rigorous opportunity qualification and stage-gating processes to ensure pipeline quality, maintaining qualified forecast accuracy within ±10% variance on a rolling quarterly basis Develop and maintain strategic account plans for key customers, identifying upsell, cross-sell, and long-term partnership opportunities Establish and manage relationships with technology partners, system integrators, and internal stakeholders to strengthen go-to-market execution and solution differentiation Monitor market trends, competitor activity, and evolving cyber threats to inform sales strategy, product positioning, and customer engagement approaches Support contract handover and transition to delivery teams, ensuring clear scope definition, risk management, and alignment between commercial commitments and delivery outcomes Contribute to regional growth strategy, forecasting, and reporting, providing accurate pipeline visibility, revenue projections, and forecast updates to senior management with disciplined CRM hygiene and opportunity tracking Ensure all sales activities comply with internal governance, export control, security, and ethical requirements applicable to high assurance and critical infrastructure environments WORK EXPERIENCE REQUIREMENTS
- Minimum of 8–12 years of progressive experience in cybersecurity, information security, or technology solutions, with at least 5 years in a sales, business development, or pre-sales leadership role Demonstrated track record of successfully selling complex cybersecurity solutions (products, systems integration, and/or managed services) into enterprise, government, defence, or critical infrastructure sectors Proven experience managing the full enterprise sales lifecycle, including opportunity qualification, solution shaping, bid/tender management, commercial negotiation, and contract closure Hands-on experience responding to RFPs, RFIs, and formal tenders, particularly within highly regulated procurement environments
- Strong exposure to IT and OT cybersecurity domains, including network security, identity and access management, endpoint security, encryption, security monitoring, and industrial control system (ICS/SCADA) security
- Experience engaging with senior customer stakeholders (C-level and executive leadership) and influencing decision-making at both technical and business levels Demonstrated ability to work effectively with engineering, solution architecture, and delivery teams to develop compliant, technically sound, and commercially viable solutions
- Experience working with international standards and regulatory frameworks, such as ISO/IEC 27001, NIST, IEC 62443, and sector specific regulations applicable to critical infrastructure Proven experience managing strategic accounts, building long-term customer relationships, and driving account expansion through upsell and cross-sell initiatives
Requirements
- Bachelor's degree in Information Security, Computer Science, Information Technology, Engineering, or a related technical discipline, or equivalent practical experience Professional Knowledge & Skills Strong foundational understanding of cybersecurity concepts, architectures, and risk management principles across enterprise IT environments Working knowledge of international cybersecurity standards and frameworks, such as ISO/IEC 27001, NIST Cybersecurity Framework, and related best practices Proven ability to communicate complex technical concepts clearly to non-technical and executive stakeholders Governance & Compliance Awareness of local and international regulatory, compliance, governance requirements and industrial best practices applicable to critical infrastructure and regulated industries Ability to operate within high assurance, security sensitive environments, adhering to internal governance, ethics, and compliance obligations Advanced Education Postgraduate qualification such as a Master's degree in Cybersecurity, Information Systems, Engineering Management, or Business Administration (MBA)
- Cybersecurity Certifications Industry recognised cybersecurity certifications, including: CISSP (Certified Information Systems Security Professional)
- CISM (Certified Information Security Manager)
- CCSP (Certified Cloud Security Professional)
- GIAC certifications (e.g., GSEC, GICSP)
- OT & Critical Infrastructure Security Certifications or formal training in industrial and OT security, such as: IEC 62443 cybersecurity certifications GICSP (Global Industrial Cyber Security Professional)