Role
Cyber Security Sales Capture – Senior Manager
Location: London (Hybrid)
Travel: UK & Ireland
Industry: Financial Services or Consumer Goods/Manufacturing/Retail/Automotive/Travel or Comms/Media/Telco
We are seeking experienced Cyber Security Sales Capture - Senior Managers to lead complex, strategic sales pursuits across our Cyber Security business, with experience of AI enabled solutions and proposal writing. This role is focused on capturing and converting early opportunities into signed business, working alongside account teams, industry leaders, security specialists and delivery organisations to develop compelling client solutions and secure strategic wins. You will lead pursuit teams through the full sales lifecycle, shaping solutions inclusive of AI agents, driving competitive differentiation, orchestrating executive engagement and ensuring successful contract closure across consulting, transformation and managed security opportunities.
Responsibilities
Lead Strategic Cyber Security Pursuits
•Lead medium/complex cybersecurity sales opportunities from qualification through to contract signature.
•Develop pursuit strategies, client engagement plans and winning approaches.
•Coordinate multidisciplinary teams across sales, solutioning, delivery, commercial and legal functions to support the bid process.
•Establish clear capture plans, governance and deal milestones.
Shape Client Solutions
•Work with security architects and delivery teams to develop innovative and differentiated solutions, leveraging the additional benefits from embedding AI.
•Translate client challenges into compelling business outcomes and transformation roadmaps that provide value to clients.
•Build value propositions aligned to client priorities, regulatory requirements and cyber resilience objectives.
•Ensure solutions are technically sound, leveraging the latest AI capabilities and agents, and are commercially attractive and deliverable.
Drive Winning Proposals
•Develop executive-level proposals, presentations and board-ready business cases.
•Lead competitive positioning and win strategy development.
•Manage commercial negotiations and contracting activities.
•Support client presentations, workshops and executive meetings.
Executive Stakeholder Engagement
•Build trusted relationships with client executives including CISOs, CIOs, CTOs and procurement leadership. Evidence of C-Suite relationships will be expected.
•Facilitate alignment across business, technology and security stakeholders.
•Navigate complex decision-making environments and multi-stakeholder buying groups.
•Act as a trusted advisor throughout the pursuit lifecycle.
Commercial Leadership
•Develop commercial models, pricing strategies and deal structures.
•Manage risk, margin and contractual considerations throughout the capture process.
•Drive opportunity governance and approval processes.
•Ensure opportunities achieve required business and financial objectives.
Requirements
•Significant experience leading complex cyber security, technology or consulting sales pursuits in your Industry.
•Demonstrate existing C-Suite relationships from previous employments.
•Proven track record of winning large and strategic deals within enterprise clients.
•Experience developing and executing capture strategies for multi-million-pound opportunities.
•Strong commercial, contractual and negotiation experience.
•Demonstrable experience working within structured sales methodologies and governance processes.
•Experience operating across large matrix organisations and coordinating diverse pursuit teams.
Cyber Security Expertise — experience in one or more of the following areas plus ideally a broad background in Cyber and the applicable regulations:
•Security Operations Centres (SOC)
•Managed Detection and Response (MDR)
•Identity and Access Management
•Cloud Security
•Cyber Transformation Programmes
•OT and Industrial Security
•Exposure Management/Vulnerability Management
•Risk, Compliance and Regulatory Programmes
•Secure by Design, Zero Trust and Secure Access
•AI risk, governance and security transformation
•Cyber Resilience and Incident Response
Leadership Attributes
•Strategic thinker with strong business acumen.
•Exceptional stakeholder management skills.
•Strong collaboration and influence capabilities.
•Executive presence and board-level communication skills.
•Ability to simplify complex cyber security concepts into compelling business value.
•Experience leading pursuits valued at £3m-£20m+.
•Knowledge of managed security services, consulting and transformation engagements.
•Familiarity with procurement frameworks and complex contracting structures.
•Experience applying sales methodologies such as MEDDPICC, Miller Heiman, Challenger or equivalent relevant experience.
•Professional certifications in security, project management or commercial leadership.
Benefits
Our Total Rewards consist of a competitive basic salary, annual performance bonus, opportunities to acquire equity and a wide range of health and wellbeing benefits, including:
•Up to 30 days of leave to spend each year plus 3 extra volunteering days per year for charitable work of choice.
•Family-friendly and flexible work policies.
•Attractive pension plan with financial wellbeing support and resources.
•Private healthcare insurance plan and Mental Wellbeing support.
•Employee Assistance Programme, Career Development and Counselling.
•A range of generous Parental Leave offerings.
Flexibility and mobility are required to deliver this role as there will be requirements to spend time onsite with clients and partners. Application deadline: Ongoing — Accenture reserves the right to close the role if a suitable candidate is found.
