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
- 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.
Qualification
- 7+ years of experience in the Cybersecurity and enterprise solutions ecosystem.
- Bachelor's degree in Engineering, Computer Science, or Business.
- Background in Security Business Development, Security 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.
- Proven experience in opportunity shaping and managing multi-stakeholder customer engagements.
- Experience in translating customer painpoints into deliverable security roadmaps.
- Architectural Fluency: Ability to validate solution logic and handle objections across Cybersecurity, SOC, IAM, Endpoint Security, and Cloud Security at a non-engineering level.
- Commercial Engineering: Strong ability to design business schemes that prioritize value over price.
- Consultative Discovery: Skills in deal shaping, stakeholder management, and identifying strategic business drivers
