Role Purpose

Own the Security-led growth engine within the Technical Business Development unit to deliver realized revenue for Indosat Business. This role acts as a Strategic Solution Lead and Commercial Architect, bridging the gap between complex Cybersecurity principles and scalable revenue. The AVP is responsible for translating complex security technology into business outcomes, shaping high-value opportunities early with BD and Sales, and ensuring the successful adoption of the security portfolio within the B2B segment.

Key Responsibilities

Incubate and shape high-value opportunities: Lead customer/opportunity discovery sessions to validate business outcomes, identify stakeholders, and build a clear value storyline before the formal proposal stage
Translate architecture into business value: Translate complex security principles (e.g., Cybersecurity, SOC, CTI, IAM, Network Security, and Cloud Security) into business-ready narratives that focus on ROI, TCO, and customer pain points.
Support Sales, Presales, and Product teams: Act as a opportunity shaper, help define solution direction, scope, and commercial approach early so opportunities are proposal-ready and deliverable.
Own security pipeline governance: Maintain high-integrity pipeline data (especially strategic pipelines), ensuring stage discipline, risk tracking, and accurate revenue forecasting for leadership.
Validate solution logic: Handle key technical objections at an architectural level to ensure the security solution is fit-for-purpose and aligns with the customer's strategic objectives

Job Summary

Revenue & Adoption Delivery: Deliver IOH Business revenue target by operationalizing Security-led opportunities into realized billing.
Opportunity Shaping: Incubate strategic deals early to improve win probability, validate solution direction, and shorten the sales cycle.
Governance & Reporting: Maintain high-integrity pipeline governance to drive prioritization and provide leadership with predictable forecasts.

Qualifications

Bachelor's degree in Engineering, Computer Science, or Business.
Background in Sales Specialist, Technical Sales, Cybersecurity Product, Security Presales, or Security Solution Architect roles with a strong cybersecurity knowledge, and adequate communication skill, commercial and revenue orientation.
Professional security certifications (e.g., CISSP, CISM, or vendor-specific certifications from Palo Alto, Fortinet, or Cisco) are highly regarded.
7+ years of experience in the Cybersecurity and enterprise solutions ecosystem.

Proven experience in opportunity shaping and managing multi-stakeholder customer engagements.
Experience in translating customer painpoints into deliverable security roadmaps.

AVP-Technical Business Development Specialist (Cybersecurity)