Position
Business Development Manager – IT & Cybersecurity Solutions
Company
Madre Janus Tech Solutions Pvt. Ltd.
Location
Kochi, Kerala, India
The position will be based from the Company's Kochi office.
Employment Type
Full-Time | Permanent
Reporting To
VP – Business & Cybersecurity Solutions / Senior Management
About the Role
Madre Janus Tech Solutions Pvt. Ltd. is looking for a dynamic and results-oriented Business Development Manager to drive the acquisition of new clients and expand our presence in the IT and cybersecurity solutions market.
The ideal candidate will have experience in selling IT products, cybersecurity solutions, managed services, cloud solutions, networking, or enterprise technology services and should be capable of engaging with decision-makers, understanding business and technical requirements, developing opportunities, and converting qualified prospects into customers.
The candidate will work closely with the technical, cybersecurity, SOC, and leadership teams to develop solutions and proposals aligned with client requirements.
Key Responsibilities
1. Business Development & Client Acquisition
Identify and develop new business opportunities across target industries.
Generate qualified leads through outbound prospecting, networking, referrals, events, digital channels, and existing business networks.
Conduct client meetings, presentations, discovery calls, and solution discussions.
Develop and maintain a strong sales pipeline.
Build relationships with CXOs, CIOs, CTOs, CISOs, IT Managers, Procurement Heads, and other key decision-makers.
Identify opportunities for cross-selling and upselling IT and cybersecurity services.
2. IT & Cybersecurity Solution Sales
Promote and sell solutions including, but not limited to:
Managed SOC / SOC-as-a-Service
Managed Security Services
MDR / XDR
SIEM and SOAR
Endpoint Security / EDR
Network Security
Firewall and Secure Networking
SASE / ZTNA
Cloud Security
Web Application Security
Vulnerability Assessment and Penetration Testing
Email Security
Security Monitoring and Incident Response
IT infrastructure and networking solutions
Other enterprise IT and cybersecurity products and services
The candidate should be able to understand the customer's requirements and coordinate with the technical team to recommend an appropriate solution.
3. Fortinet Business Development
As Madre Janus works within the Fortinet ecosystem, the candidate will be expected to actively develop Fortinet-related opportunities.
Responsibilities include:
Identifying potential customers for Fortinet solutions.
Promoting Fortinet products and managed security services.
Understanding the customer's security requirements and mapping them to appropriate solutions.
Coordinating with Fortinet sales and technical teams when required.
Registering qualified opportunities through the Fortinet Partner Portal.
Coordinating demos, Proof of Concepts (POCs), technical discussions, and customer presentations.
Supporting proposal and commercial discussions.
4. Lead Qualification & Pipeline Management
Qualify leads based on business requirement, budget, authority, timeline, and technical need.
Maintain accurate records of prospects and opportunities.
Update the company's CRM/sales platform regularly.
Track every opportunity from initial contact through closure.
Maintain accurate forecasting and pipeline reports.
Ensure all qualified Fortinet opportunities are appropriately registered.
5. Client Relationship Management
Develop long-term relationships with existing and prospective customers.
Understand customer challenges and evolving cybersecurity requirements.
Conduct regular follow-ups with prospects and clients.
Identify opportunities for additional services and solutions.
Ensure a professional customer experience throughout the sales cycle.
6. Events & Market Development
Represent Madre Janus at technology, cybersecurity, business, and industry events.
Participate in conferences, exhibitions, seminars, webinars, and networking events.
Identify potential prospects and business partners during events.
Conduct post-event lead qualification and follow-up.
Develop market intelligence regarding competitors, customer requirements, pricing, and emerging technologies.
7. Proposal & Commercial Support
Prepare and coordinate proposals, quotations, presentations, and commercial submissions.
Work with the technical team to develop solution proposals.
Understand project scope, pricing, margins, and commercial requirements.
Participate in negotiations and support deal closure.
Coordinate internally to ensure smooth transition from sales to implementation/service delivery.
8. Reporting & Performance Management
The Business Development Manager will be responsible for maintaining regular reports covering:
Leads generated
Qualified opportunities
Client meetings
Client visits
Demos conducted
Proposals submitted
Fortinet deal registrations
Pipeline value
Skills Required
- Experience selling IT products, cybersecurity solutions, managed services, cloud solutions, networking, or enterprise technology services
- Ability to engage CXOs, CIOs, CTOs, CISOs, IT managers, procurement heads, and other decision-makers
- Ability to understand business and technical requirements and recommend appropriate solutions
- Ability to coordinate with technical, cybersecurity, SOC, Fortinet sales, and technical teams
- Experience or capability in lead generation, qualification, pipeline management, forecasting, and CRM updates
- Ability to prepare proposals, quotations, presentations, and commercial submissions
- Ability to participate in negotiations and support deal closure
What We Do
Madre Integrated Engineering is a multinational triangular employment and outsourcing corporation headquartered in Qatar, specializing in providing global talent for projects and offering facility management solutions.
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