Tata Tele - Presales Solution Architect - Cyber Security

Role : Pre-Sales Solution Architect- Cyber Security (Technical Presales / Field Solutioning) Department : Cyber Security Reports To : Product / Practice Head Location : Navi Mumbai Role Overview : The Cyber Security Solution Specialist is a customer-facing technical role responsible for supporting cybersecurity business growth through consultative engagement and solution positioning. - The role involves regular field engagement with customers, working alongside Sales and Business Development teams to understand security requirements, recommend appropriate solutions, and support opportunity progression. - The specialist actively participates in customer meetings, on-site discussions, and technical engagements, helping generate customer interest, support lead development into qualified opportunities, and contribute to successful deal closures through solution demonstrations and proof-of-concept support. - This role requires strong technical understanding of cybersecurity solutions along with the ability to engage customers, explain solution value clearly, and support business development efforts. Key Responsibilities : 1. Customer Engagement & Requirement Understanding : - Engage directly with customers through field meetings, on-site discussions, and virtual engagements to understand their security challenges and infrastructure environment. - Conduct discovery discussions with IT teams, decision makers, and business stakeholders. - Assess customer environments and identify relevant cybersecurity solutions aligned to their requirements. 2. Solution Positioning & Demonstration : - Recommend and position appropriate cybersecurity solutions from the portfolio. - Conduct product demonstrations, solution walkthroughs, and technical presentations for customers. - Support Proof of Concept (PoC) engagements where required. - Clearly articulate solution benefits, use cases, and differentiators to both technical and business stakeholders. 3. Field Engagement with Sales Teams : - Work closely with Account Managers and Business Development teams during customer visits and solution discussions. - Participate in customer meetings, presentations, and technical workshops. - Support opportunity progression through technical inputs and solution validation. - Assist in explaining solution architecture and deployment approach at a high level. 4. Business Development & Opportunity Conversion : - Support business growth by working with Sales and Business Development teams to identify potential customer opportunities. - Participate in customer discussions and engagements that help generate interest in cybersecurity solutions. - Assist in converting leads into qualified opportunities through consultative discussions and solution demonstrations. - Provide technical support during the opportunity lifecycle to help progress deals toward successful closure. 5. Portfolio Value Demonstration : - Present the overall cybersecurity portfolio and its relevance to customer environments. - Explain how different cybersecurity solutions work together to strengthen the customers security posture. - Help customers understand practical benefits such as risk reduction, operational visibility, and compliance support. 6. Partner & Sales Enablement : - Support Channel Partners during customer engagements and solution discussions. - Conduct product awareness and technical enablement sessions for sales teams and partners. - Help strengthen cybersecurity capability within the sales ecosystem. Technical Expertise : Strong understanding of enterprise cybersecurity technologies, particularly in the following areas : Core Areas : - Security Operations Center (SOC) - Endpoint Security / EDR / XDR - Email Security Additional Exposure (Preferred) : - Data Loss Prevention (DLP) - Identity & Access Management (IAM) - Vulnerability Assessment & Patch Management - Cloud Security - Secure Access Service Edge (SASE) - Governance, Risk & Compliance (GRC) Experience : - 8 to 15 years of experience in cybersecurity presales, solution consulting, or technical advisory roles. - Experience in customer-facing roles involving technical discussions and solution demonstrations. - Exposure to working closely with sales teams and channel partners. - Experience engaging customers on cybersecurity requirements and solutions. Key Competencies : - Strong consultative engagement capability. - Ability to simplify cybersecurity concepts for business and IT audiences. - Excellent presentation and demonstration skills. - Comfortable engaging customers in field meetings and technical discussions. - Collaborative approach while working with sales teams and partners. - Ability to operate effectively in a fast-paced customer-facing environment.