Cyber Security Sales Specialist

Location: Mumbai, India

Thales is a global technology leader trusted by governments, institutions, and enterprises to tackle their most demanding challenges. From quantum applications and artificial intelligence to cybersecurity and 6G innovation, our solutions empower critical decisions rooted in human intelligence. Operating at the forefront of aerospace and space, cybersecurity and digital identity, we’re driven by a mission to build a future we can all trust.

Present in India since 1953, Thales is headquartered in Noida and has other operational offices and sites spread across Delhi, Gurugram, Bengaluru and Mumbai, among others. Over 2200 employees are working with Thales and its joint ventures in India. Since the beginning, Thales has been playing an essential role in India’s growth story by sharing its technologies and expertise in Defence, Aerospace and Cyber & Digital sectors. Thales has two engineering competence centres in India - one in Noida focused on Cyber & Digital business, while the one in Bengaluru focuses on hardware, software and systems engineering capabilities for both the civil and defence sectors, serving global needs. The Group has also established an MRO (Maintenance, Repair & Overhaul) facility in Gurugram to provide comprehensive avionics maintenance and repair services to Indian airlines and support the growth of the local aviation industry.

Role Summary:

The Cyber Security Sales Specialist is responsible for driving revenue growth across the Thales Cyber Security Products portfolio by developing strategic customer relationships, identifying new business opportunities, and working closely with account teams, channel partners and technical specialists.

The role focuses on helping India’s largest enterprises, financial institutions, government agencies, telecommunications providers and digital-native organisations protect their most critical data, applications and identities.

Success will be measured through new business acquisition, expansion within existing customers, pipeline development, forecast accuracy and strategic account engagement.

Key Responsibilities:

Revenue Growth

• Achieve and exceed annual bookings and revenue targets.

• Build and maintain a high-quality sales pipeline with at least 3x coverage.

• Drive both new logo acquisition and expansion opportunities.

• Deliver accurate monthly and quarterly forecasts.

Strategic Account Development

• Develop executive relationships with CISOs, CIOs, CTOs, Heads of Security, Risk and Infrastructure.

• Create account plans with the sales team for strategic customers.

• Position Thales CSP as a trusted cybersecurity advisor.

• Drive long-term platform adoption across multiple security domains.

Solution Selling

Promote the full Thales CSP portfolio including:

• Data Security Platforms

• CipherTrust Data Security Platform

• Encryption & Key Management

• Hardware Security Modules (Luna HSM)

• Data Protection on Demand (DPoD)

• Application Security

• API Security

• Web Application Firewall (Imperva)

• Database Security

• Data Security Posture Management (DSPM)

• Secrets Management

• Tokenization

• PKI & Certificate Management

• Post-Quantum Cryptography

Partner Development

• Work closely with distributors and strategic partners.

• Enable partners to identify, position and close opportunities.

• Build joint business plans with key channel partners.

• Increase partner-led pipeline and revenue.

Sales Execution

• Lead complex enterprise sales cycles.

• Coordinate internal resources including pre-sales, product management, services and customer success.

• Manage RFPs, commercial negotiations and contract closure.

• Execute value-based and outcome-focused sales engagements.

Customer Success

• Ensure successful transition from sales to delivery.

• Identify cross-sell and upsell opportunities.

• Maintain high customer satisfaction and referenceability.

Key Performance Indicators:

• Annual Bookings Achievement

• Revenue Growth

• New Customer Acquisition

• Existing Customer Expansion

• Pipeline Coverage

• Forecast Accuracy

• Partner Generated Pipeline

• Executive-Level Customer Engagement

• Strategic Opportunity Conversion

• Customer Retention

Required Experience:

• 7–12 years of enterprise cybersecurity sales experience.

• Proven experience selling complex software and security solutions.

• Strong understanding of enterprise sales methodologies such as MEDDPICC or MEDDICC.

• Experience selling into large enterprise and government customers within India.

• Consistent track record of exceeding sales targets.

Experience selling one or more of the following is highly desirable:

• Data Security

• Encryption

• IAM

• Cloud Security

• Application Security

• Network Security

• SIEM

• Endpoint Security

• Database Security

Technical Knowledge

Understanding of:

• Zero Trust Architecture

• Data Security

• Cloud Security

• Hybrid Cloud

• DevSecOps

• Identity & Access Management

• Encryption Technologies

• PKI

• Kubernetes

• APIs

• AI Security

• Regulatory Compliance (RBI, SEBI, CERT-In, DPDP Act, PCI DSS, ISO 27001)

Personal Attributes

• Customer-first mindset

• Highly motivated and self-driven

• Strategic thinker with strong commercial acumen

• Excellent executive communication skills

• Collaborative team player

• Strong negotiation skills

• Results-oriented with a growth mindset

• Comfortable operating in a fast-paced, high-performance sales environment

Qualifications:

• Bachelor’s degree in Engineering, Computer Science, Information Technology or Business.

• MBA preferred but not essential.

• Relevant cybersecurity certifications are advantageous.

Why Join Thales CSP?

At Thales Cyber Security Products, we help the world’s largest organisations secure their most valuable asset—their data. As a market leader in data protection, application security and cryptographic solutions, we empower customers to innovate securely in an increasingly digital and AI-driven world.

Joining the India team offers the opportunity to work with leading enterprises, government organisations and critical infrastructure providers while collaborating with a world-class global cybersecurity organisation focused on innovation, customer success and sustainable growth.

At Thales, we’re committed to fostering a workplace where respect, trust, collaboration, and passion drive everything we do. Here, you’ll feel empowered to bring your best self, thrive in a supportive culture, and love the work you do. Join us, and be part of a team reimagining technology to create solutions that truly make a difference – for a safer, greener, and more inclusive world.