Cyber Security Sales Lead

Cyber Security Sales Lead

The Cybersecurity GTM Lead is responsible for building and scaling our cyber go-to-market capability from the ground up. This role owns cyber brand positioning, pipeline creation and management, sales enablement, and commercial execution across new and existing customers.

Acting as the bridge between security technology, risk outcomes, and business value, the role focuses on helping organisations understand, prioritise, and invest in cybersecurity in a way that protects operations, enables growth, and satisfies regulatory and board-level scrutiny.

The Cyber GTM Lead plays a critical role in shaping how customers perceive our cyber offering—translating complex security challenges into clear, compelling propositions that resonate with CISOs, CIOs, risk leaders, and executive stakeholders.

Core Responsibilities

Go-To-Market & Brand Development

• Build the cyber GTM motion from scratch, including propositions, messaging, and positioning
• Establish and own the cyber brand narrative aligned to business risk, resilience, and trust
• Define target customer segments, buyer personas, and priority use cases
• Work closely with marketing to develop campaigns, assets, and thought leadership

Pipeline & Commercial Ownership

• Own cyber pipeline creation, progression, and forecasting
• Support early-stage opportunity shaping and qualification
• Partner with sales teams to progress deals from demand generation through to close
• Lead commercial strategy, pricing, and negotiation for cyber opportunities

Cyber Advisory & Value Articulation

• Educate customers on cyber risk, threat landscapes, and security maturity
• Translate technical security concepts into business outcomes for non-technical stakeholders
• Help customers prioritise cyber investment based on risk, compliance, and operational impact
• Position cybersecurity as a business enabler, not just a technical control

Sales Enablement & Training

• Design and deliver cyber sales training for account teams
• Create and facilitate customer-facing presentations, workshops, and executive briefings
• Equip sales teams with playbooks, value narratives, and objection handling
• Act as a trusted cyber authority during customer conversations

Cyber Capabilities & Offerings

• Shape and evolve cyber offerings across areas such as:
  • Security operations and monitoring
  • Threat detection and response
  • Identity and access management
  • Cloud and infrastructure security
  • Governance, risk, and compliance
  • Security architecture and transformation
• Ensure offerings remain commercially relevant and aligned to market demand

Partner & Ecosystem Engagement

• Work with key technology partners and vendors to align joint GTM motions
• Support co-sell, marketplace, and alliance opportunities
• Ensure partner capabilities are integrated into customer-centric solutions
• Partners include: Microsoft, AWS, Fortinet, Crowdstrike

Skills & Experience

• Strong background in cybersecurity, cyber risk, or security transformation
• Proven experience in GTM, sales leadership, or commercial roles within cyber or technology services
• Ability to communicate complex security concepts clearly to executive and board-level audiences
• Strong negotiation, presentation, and stakeholder management skills
• Comfortable operating across strategy, sales, and delivery teams

Experience building new offerings or scaling GTM motions is highly desirable

We are looking for someone who can understand and define how Cyber plugs into the businesses wider capabilities: Data, AI, Private Cloud, Public Cloud, Business Applications, Networking

Key Words:

Cyber Sales - Cyber GTM - Cyber Portfolio - Cyber Security Sales Manager - Sales Leader - Cyber Sales Director

At Telefónica Tech, we believe inclusion is the bridge that empowers everyone to be their authentic selves. We celebrate and respect our differences because diversity drives innovation and makes us stronger.
 
Be yourself with us, and feel that you belong. 

We welcome applicants from all backgrounds and identities regardless of age, disability, gender reassignment, marital or civil partnership status, pregnancy or maternity, race, religion or belief, sex, and sexual orientation. 
 
We are also committed to equity, accessible hiring practices, and creating an inclusive culture through many means including TogetHer (Women's network) and our Employee Resource Groups which include Diversity and Inclusion, Telefónica Tech Pride, Neurodiversity, ELEVATE (African and Caribbean heritage network), and Sustainability.

 We don’t believe hiring is a tick box exercise, so if you feel that you don’t match the job description 100%, but would still be a great fit for role, please get in touch.