Business Development Manager – Cybersecurity & IT Solutions

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

•