About this role

As a global leading-edge solutions provider, inq. prides itself in providing innovative, business-relevant services in Edge AI and IoT, Fabric, SDN/NFV for Edge Cloud, Secure Access Services Edge and Elastic Edge.

Cyber-Security Solutions & GTM Specialist

Job Description

Cybersecurity Commercial Strategy & Market Development

Support the development and execution of the Company's cybersecurity commercial strategy in alignment with the broader Commercial & GTM strategy.
Identify cybersecurity market opportunities that align with the Company's capabilities, target customers and strategic direction.
Monitor emerging cybersecurity trends, customer requirements, industry developments and evolving security needs.
Translate market developments and customer challenges into potential commercial opportunities.
Identify priority cybersecurity solutions, capabilities and services required to strengthen the Company's market proposition.
Provide market and commercial insights to support decisions on cybersecurity portfolio development and investment.
Support the identification of new market segments, customer use cases and revenue opportunities for cybersecurity services.

Cybersecurity Solution & Proposition Development

Support the development, packaging and positioning of cybersecurity solutions for the market.
Translate technical cybersecurity capabilities into clear customer propositions and business value.
Develop solution concepts, use cases and value propositions based on identified customer and market needs.
Work with Technology to understand available cybersecurity capabilities and translate them into market-ready solutions. Identify gaps between customer requirements and existing capabilities and recommend appropriate solutions, partnerships or capability development.
Support the development of commercial models and propositions for new cybersecurity offerings.
Ensure cybersecurity propositions are relevant, commercially viable and aligned with the Company's broader technology and digital portfolio.
Contribute to the continuous refinement of cybersecurity offerings based on customer feedback, market intelligence and commercial performance.

Customer & Business Engagement

Provide cybersecurity expertise during strategic customer engagements and business development activities.
Engage with customers to understand their cybersecurity challenges, priorities and business requirements.
Translate customer requirements into relevant cybersecurity solution opportunities.
Support Sales teams in identifying cybersecurity opportunities within existing and prospective customer relationships.
Participate in customer discovery sessions, solution workshops, presentations and relevant executive engagements.
Develop customer-facing cybersecurity narratives, solution presentations, use cases and value propositions.
Provide relevant cybersecurity insights to help customers understand potential solutions and business outcomes.
Identify opportunities to expand cybersecurity relationships across the Company's existing customer base.

Sales & Go-to-Market Enablement

Partner with Sales to identify, qualify and develop cybersecurity opportunities.
Support the development of cybersecurity sales plays, account propositions and go to-market initiatives.
Develop sales enablement materials, solution briefs, presentations, use cases and other commercial collateral.
Support Sales teams in positioning cybersecurity solutions against customer requirements.
Provide cybersecurity input into proposals, RFPs, RFIs, tenders and other business development opportunities.
Support the development of solution and commercial responses for cybersecurity opportunities.
Contribute to opportunity qualification and prioritisation.
Track relevant cybersecurity opportunities and provide visibility on pipeline development, key opportunities and potential risks.
Identify opportunities for cross-selling and upselling cybersecurity solutions across existing customer relationships.

Technology & Solution Alignment

Work closely with the Technology function to understand the Company's cybersecurity capabilities, technical roadmap and delivery capacity.
Translate customer and commercial requirements into relevant cybersecurity solution requirements.
Ensure proposed cybersecurity solutions are aligned with the Company's technical capabilities and delivery model.
Collaborate with Technology and relevant technical teams during solution development and customer engagements.
Identify technical capability gaps arising from customer and market requirements and escalate these for appropriate consideration.
Support solution design discussions where cybersecurity expertise is required.
Contribute commercial and customer insights to the development of cybersecurity capabilities.
Maintain sufficient understanding of cybersecurity technologies and solutions to effectively connect technical capability with customer and business requirements.

Product Operations & Go-to-Market Collaboration

Work closely with Product Operations and GTM to integrate cybersecurity solutions into the Company's broader portfolio.
Identify opportunities to combine cybersecurity with existing network, cloud, digital and technology solutions.
Contribute cybersecurity insights to product and proposition development discussions.
Support the development of go-to-market plans for cybersecurity offerings.
Provide input into product positioning, target customer segments, use cases and commercial propositions.
Support the evaluation of cybersecurity offerings based on customer demand, adoption and commercial performance.
Collaborate with relevant functions to ensure cybersecurity propositions are appropriately positioned and ready for market execution.

Strategic Partnerships & Ecosystem Development

Identify cybersecurity technology providers and potential strategic partners that can enhance the Company's market offering.
Evaluate partnership opportunities based on customer demand, technical capability, commercial viability and strategic fit.
Support the development and activation of cybersecurity partnerships.
Work with the Partnerships function to develop joint propositions and routes to market.
Support partner-led customer engagements and go-to-market initiatives.
Identify opportunities to leverage third-party capabilities where these address customer requirements or accelerate the Company's cyberse

Cyber-Security Solutions & GTM Specialist