Sales Origination Practitioner

Sales Origination Practitioner

Project Role : Sales Origination Practitioner
Project Role Description : Orchestrate and lead the entire origination process for a cross-client, cross service-group deal working with the CAL, the client team and relevant subject matter experts.
Must have skills : Security Solution Development
Good to have skills : NA
Minimum 15 year(s) of experience is required
Educational Qualification : 15 years full time education

Summary
As a Cyber Sales Origination Practitioner, will drive complex, multi-tower cybersecurity opportunities covering enterprise IT, cloud, data, identity, application security, and OT/ICS environments. A typical day involves engaging with senior client stakeholders to understand cyber risk posture, regulatory pressures, and transformation priorities, and translating these into integrated cybersecurity solutions.
You will orchestrate cross-functional cyber teams—drawing from strategy, architecture, engineering, managed security services, and industry specialists—to shape credible, outcome-led cyber programs. Success in this role requires strong cyber domain authority, executive presence, and the ability to balance technical depth with commercial acumen


Roles & Responsibilities
Cyber Origination & Deal Leadership
Lead origination of large, complex cybersecurity deals spanning multiple security domains (e.g., SOC, Cloud Security, IAM, OT Security, Data Protection, Application Security).
Own security solution shaping from problem statement to monetizable cyber offerings, ensuring technical feasibility and delivery alignment.
Drive cyber deal qualification, value proposition definition, and solution positioning aligned to client risk appetite and maturity.
Cyber Advisory & Stakeholder Engagement
Act as a trusted cyber advisor to client CISOs, CIOs, CROs, and business leaders on threat landscape, cyber resilience, and regulatory readiness.
Influence client decisions by articulating business-impact-driven cybersecurity outcomes (risk reduction, resilience, compliance, cost optimization).
Engage and guide internal cyber SMEs and industry specialists on deal strategy and solution approach.
Solution Development & Governance
Define and govern end-to-end cybersecurity solution architectures, including tooling, operating models, SLAs, and transition approaches.
Ensure solutions align with industry frameworks and standards (e.g., NIST, ISO 27001, Zero Trust, IEC 62443 for OT).
Balance innovation (e.g., AI-driven security, automation, XDR, SOAR) with operational scalability.
Leadership & Capability Development
Provide strategic direction and decision-making for cyber deal teams across multiple service groups.
Mentor and coach junior practitioners on cyber origination, solution thinking, and executive-level storytelling.
Contribute to cyber offering evolution based on market demand, client feedback, and emerging threats


Professional & Technical Skills:

Must-Have Skills
Deep expertise in Cybersecurity Solution Development, covering both IT and OT security landscapes.
Strong understanding of cyber risk management, threat modeling, and security architecture.
Proven experience in shaping end-to-end cybersecurity programs (Advisory + Technology + Managed Services).
Ability to translate complex cyber requirements into commercially viable, scalable solutions.
Experience working across multi-vendor security ecosystems (SIEM, XDR, IAM, Cloud Security, GRC tools).


Strong Cyber Domain Exposure (Expected)
Security Operations (SOC, SIEM, UEBA, SOAR, MDR)
Cloud & Application Security
Identity & Access Management
Data Security & Privacy
OT / Industrial Cybersecurity (preferred for infra/energy/manufacturing clients)
Regulatory compliance and audit readiness (industry-relevant)


Additional Information:
Minimum 15 years of experience, with significant exposure to cybersecurity consulting, solution architecture, or large cyber transformation programs.
Proven track record in cyber deal shaping, origination, or leadership roles.
Location: Mumbai
Educational Qualification: 15 years of full-time education