Presales Consultant- Product Cyber Security

We are looking for an experienced Enterprise Pre-Sales Architect Cybersecurity Techno Commercial skills to lead enterprise-level cybersecurity solution architecture, consultative engagements, technical strategy and pre-sales activities including Proactive and Reactive opportunity generations for complex transformation opportunities.

The role will work closely with CISOs, CIOs, CTOs, Enterprise Architects, Business Stakeholders, Sales, Delivery, Cybersecurity SMEs and OEM/Technology Partners to understand enterprise challenges and design integrated cybersecurity architectures aligned with business objectives, risk, regulatory requirements and technology strategy.

The candidate should be capable of connecting multiple cybersecurity domains into a unified enterprise security architecture, rather than positioning individual security products.

Key Responsibilities

1. Enterprise Cybersecurity Architecture

• Lead architecture and solution design for complex, multi-tower enterprise cybersecurity engagements.
• Translate business objectives, risk requirements and technology challenges into enterprise security architectures and transformation roadmaps.
• Develop current-state, target-state and transition architectures.
• Design integrated solutions covering network, endpoint, cloud, identity, application, data, SOC and emerging security technologies.
• Develop HLDs, conceptual architectures, logical architectures, integration models, data flows and technology roadmaps.
• Ensure proposed architectures are scalable, resilient, interoperable, secure and commercially viable.
• Align solutions with enterprise architecture principles and security frameworks.

2. Consultative Pre-Sales & Customer Engagement

• Lead strategic discovery workshops, cybersecurity assessments and architecture discussions.
• Engage with CISO/CIO/CTO and senior technology stakeholders to understand business priorities and security challenges.
• Convert customer requirements into measurable security outcomes and transformation initiatives.
• Present enterprise security strategies, architecture and roadmaps to technical and executive audiences.
• Position cybersecurity as a business risk, resilience and digital trust capability, rather than only a technology function.
• Support account teams in developing strategic technology and cybersecurity roadmaps.

3. Solution Strategy & Opportunity Development

• Support Sales in qualification and development of strategic enterprise opportunities.
• Define technical win strategies, solution positioning and competitive differentiation.
• Identify opportunities for cybersecurity transformation, managed security services and technology consolidation.
• Develop multi-year cybersecurity transformation proposals and phased implementation approaches.
• Identify cross-sell and up-sell opportunities across cybersecurity domains.
• Contribute to strategic account planning and customer technology roadmaps.

4. RFP / RFI / RFQ & Large Deal Support

• Lead technical solutioning for complex enterprise RFPs, RFIs and RFQs.
• Develop solution narratives, architecture diagrams, compliance matrices and technical responses.
• Define solution scope, assumptions, dependencies, exclusions and customer responsibilities.
• Provide inputs for BoM/BoQ, sizing, licensing, implementation effort and TCO.
• Coordinate technical responses across internal SMEs, delivery teams and OEM/technology partners.
• Support technical negotiations, customer clarifications and final solution presentations.

5. Cybersecurity Technology Architecture

Provide broad architectural expertise across multiple domains, including:

• Security Architecture: Zero Trust, Defense-in-Depth, Security Controls
• Network Security: NGFW, IPS/IDS, NAC, DDoS, SD-WAN, SASE/SSE, ZTNA
• SOC & Detection: SIEM, SOAR, XDR, EDR, NDR, UEBA, MDR, Threat Intelligence
• Identity Security: IAM, PAM, MFA, IGA, CIEM
• Cloud Security: CNAPP, CSPM, CWPP, CIEM, DSPM
• Application Security: SAST, DAST, SCA, API Security, WAAP, DevSecOps, SBOM
• Data Security: DLP, Data Classification, DSPM, Encryption, Key Management
• Offensive Security: VAPT, Red Teaming, Threat Hunting, ASM
• OT/IoT Security: Industrial and critical infrastructure security
• Emerging Technologies: AI Security, LLM Security, AI Governance and Security Automation

The architect should be able to determine when and how these technologies should work together as an enterprise security ecosystem.

6. PoC / PoV & Technical Validation

• Define PoC/PoV objectives, architecture, use cases and success criteria.
• Lead technical validation of strategic cybersecurity technologies.
• Coordinate with OEMs, engineering teams and customers during PoC execution.
• Evaluate technical results, identify gaps and provide recommendations.
• Develop technical evaluation and selection frameworks for competing solutions.

7. OEM / Partner & Ecosystem Management

• Engage with strategic cybersecurity OEMs and technology partners.
• Evaluate products and technologies against enterprise requirements.
• Develop reference architectures and integrated solutions across multiple OEMs.
• Maintain awareness of cybersecurity technology trends, market developments and competitive offerings.
• Support joint customer engagements, workshops and solution demonstrations.

8. Delivery Governance & Handover

• Ensure proposed architectures are technically implementable and aligned with delivery capabilities.
• Conduct structured pre-sales-to-delivery architecture handovers.
• Validate scope, architecture, BoM/BoQ, assumptions, dependencies and implementation requirements.
• Support resolution of architecture-related issues during transition and implementation.
• Minimize solution gaps, scope ambiguity and delivery risks.

Pre-Sales & Business

• Strong consultative selling and strategic solution-positioning skills.
• Ability to independently lead complex enterprise opportunities.
• Strong commercial awareness covering apability.
• Strong commercial awareness covering TCO, licensing, sizing, implementation effort and solution economics.
• Strong competitive analysis and technical win-strategy capabilities.

Leadership & Communication

• Excellent communication, presentation and executive engagement skills.
• Ability to communicate complex cybersecurity concepts to technical and non-technical stakeholders.
• Strong stakeholder management across Sales, Delivery, OEMs and customers.
• Strong analytical, problem-solving and decision-making skills.
• Ability to manage multiple strategic opportunities simultaneously.
• Demonstrated ability to influence stakeholders without direct authority.

Regards,

Lakshmi D

ta.lakshmi@pentagon.co.in