Responsibilities
1. Achieving Revenue and Profitability Targets
- Own the commercial performance of the Cybersecurity portfolio, including revenue, orders and profitability.
- Develop business plans and financial forecasts, manage product economics and investments, and monitor sales performance and pipeline.
- Identify new growth opportunities across SSE, Zero Trust Branch, AI Security, Cellular Security and other emerging Zero Trust capabilities.
- Work closely with Sales, Product Specialists, Marketing and technology partners to drive customer adoption, pipeline creation, cross-sell and expansion.
- Optimise pricing, commercial models, partner costs and service delivery economics.
- Grow sustainable and recurring managed-service revenue.
2. Formulating Product Strategies and Roadmaps
- Define and execute the product strategy and multi-year roadmap for the Cybersecurity portfolio.
- Align product strategy with business priorities, customer needs, market developments and technology partner capabilities.
- Identify and prioritise opportunities across SSE, Zero Trust Branch, AI Security, Cellular Security and emerging security capabilities.
- Assess customer needs, competitor developments, technology trends and partner roadmaps.
- Determine where should invest, differentiate, partner or develop new capabilities.
- Work with Engineering, Operations, Sales, Marketing and strategic partners to execute the product roadmap.
3. Managing the Entire Product Lifecycle
- Own the end-to-end product and service lifecycle from opportunity identification and business case development through launch, growth, optimisation and retirement.
- Translate technology capabilities into scalable and commercially viable solutions and managed services.
- Define service scope, operating models, pricing, commercial constructs, Statements of Work, service levels and support models.
- Ensure new products are operationally ready and can be effectively sold, delivered and supported at scale.
- Monitor revenue, profitability, pipeline, customer adoption, service performance and customer feedback after launch.
- Manage technology evolution, product dependencies, partner roadmap changes and end-of-life transitions.
4. Driving Go-To-Market (GTM) and Pipeline Generation
- Own and drive the GTM strategy and pipeline development for the Cybersecurity portfolio.
- Identify target customer segments, priority use cases and buyer personas.
- Develop differentiated value propositions, sales plays, messaging, solution collateral and competitive positioning.
- Develop growth opportunities across SSE, Zero Trust Branch, AI Security, Cellular Security and emerging Zero Trust capabilities.
- Identify opportunities to bundle Cybersecurity with connectivity, mobility, cloud and managed services.
- Work with Sales, Marketing, Product Specialists and technology partners on customer workshops, campaigns, industry events and strategic pursuits.
- Monitor pipeline coverage, conversion, customer adoption and competitive activity.
5. Working with Key Technology Partners for Continuous Innovation
- Develop and manage strategic technology partnerships, with particular focus on Zscaler.
- Maintain alignment with partner product strategies, technology roadmaps and emerging capabilities.
- Translate new partner technologies into commercially viable products and managed services.
- Drive co-innovation and joint solution development with strategic partners.
- Combine partner capabilities with strengths in connectivity, mobility, managed services and Cybersecurity operations.
- Manage joint business planning, roadmap alignment, commercial optimisation, sales enablement, pipeline development and joint GTM initiatives.
- Engage emerging technology and ecosystem partners where appropriate to address portfolio gaps and new opportunities.
6. Ensuring Alignment Across Teams
- Act as the central product owner across commercial, technical and operational teams.
- Work closely with Sales, Product Specialists, Engineering, Operations, Service Delivery, Marketing, Commercial, Finance, Legal and strategic partners.
- Establish clear product objectives, priorities, responsibilities, timelines and success measures.
- Coordinate stakeholders throughout the complete product lifecycle.
- Bring together capabilities across Cybersecurity, networking, mobility, cloud and managed services to develop integrated solutions.
- Identify and resolve technical, commercial, operational and organisational dependencies.
- Ensure products are technically viable, commercially competitive, operationally scalable and ready for customer adoption.
7. Monitoring Market Trends and Customer Needs
- Monitor market trends, customer priorities, competitive developments, regulatory changes and emerging technologies.
- Maintain a strong understanding of Zero Trust, SSE/SASE, Zero Trust Branch, AI Security, Cellular and IoT/OT security, cloud security and other emerging Cybersecurity areas.
- Engage enterprise customers, Sales teams, Product Specialists and industry stakeholders to understand changing security requirements and challenges.
- Translate customer and market insights into product requirements, new use cases, differentiated propositions and roadmap priorities.
- Evaluate global Cybersecurity vendors, managed security providers and telecommunications providers to identify competitive opportunities.
- Identify areas where can differentiate by combining Cybersecurity with connectivity, mobility, cloud and managed services.
- Anticipate emerging security challenges and identify new growth opportunities ahead of market demand.
