Cyber Security Business Development Leader

Introduction

A career in IBM Consulting is built on long-term client relationships and close collaboration worldwide. You’ll work with leading companies across industries, helping them shape their hybrid cloud and AI journeys. With support from our strategic partners, robust IBM technology, and Red Hat, you’ll have the tools to drive meaningful change and accelerate client impact. At IBM Consulting, curiosity fuels success. You’ll be encouraged to challenge the norm, explore new ideas, and create innovative solutions that deliver real results. Our culture of growth and empathy focuses on your long-term career development while valuing your unique skills and experiences.

Your role and responsibilities

We are seeking an experienced Senior Cybersecurity Business Development Executive - Threat Management to drive growth across the Public, Healthcare, and Life Sciences sectors. This role will be responsible for creating and converting pipeline for IBM’s Threat Management portfolio, including Security Operations/MXDR, AI-enabled Security Operations, Incident Response, Exposure Management, Penetration Testing, Threat Intelligence, and related cybersecurity services.

The successful candidate will combine cybersecurity industry knowledge, executive-level client relationships, and strong sales leadership to identify opportunities, shape differentiated solutions, and lead complex pursuits from initial client engagement through contract signing and account expansion.

Business Development & Growth

Own and achieve signings, revenue, and pipeline targets for Threat Management across SLED, Healthcare, and Life Sciences.

Build a sustainable pipeline through new-logo opportunities and expansion within strategic IBM accounts.

Identify and qualify client demand for SOC/MXDR, AI-enabled security operations, Incident Response, Exposure Management, Penetration Testing, and Threat Intelligence.

Lead the full opportunity lifecycle from demand creation and qualification through solutioning, proposal, orals, negotiation, and contract closure.

Develop account-specific growth plans and maintain accurate pipeline, forecasting, and opportunity progression.

Executive Client Engagement

Develop trusted relationships with CISOs, CIOs, CTOs and other senior security and technology executivesacross government, healthcare, and life sciences organizations.

Translate cybersecurity risks and technology requirements into compelling business outcomes, transformation roadmaps, and investment cases.

Lead executive briefings, workshops, solution demonstrations, and cybersecurity strategy discussions.

Partner closely with IBM Lead Client Partners and account teams to identify whitespace and expand IBM’s security footprint within strategic accounts.

Strategic Partners & Go-to-Market

Develop joint opportunities with strategic cybersecurity partners including Palo Alto Networks, Microsoft, CrowdStrike, Recorded Future, Zscaler and other ecosystem partners.

Build repeatable co-sell and go-to-market motions that combine partner technologies with IBM Consulting capabilities, AI assets, and managed security services.

Engage partner sales organizations to generate pipeline, shape joint solutions, and accelerate strategic pursuits.

Market & Offering Leadership

Understand evolving cybersecurity threats, Public-sector requirements, healthcare and life sciences regulations, competitive dynamics, and emerging technologies.

Position AI, automation and Agentic AI-enabled security operations as key differentiators within IBM Threat Management solutions.

Provide market feedback to offering, solution architecture, and delivery teams to strengthen offerings and address emerging client demand.

Cross-Functional Leadership

Collaborate with solution architects, delivery leaders, offering teams, alliances, pricing, finance, contracts and legal to develop competitive and executable solutions.

Ensure early alignment between sales and delivery so that commitments, transition requirements, skills, and financial objectives are understood before contract signing.

Share market insights, successful sales plays, client references, and best practices across the Public Market cybersecurity team.

Mentor and support developing sellers and technical resources to strengthen overall Threat Management sales capability.

Required technical and professional expertise

10+ years of progressive business development, sales, or consulting experience, including significant experience selling cybersecurity services and solutions.

Demonstrated track record of achieving multi-million-dollar annual signings/revenue targets and developing sustainable pipeline for complex cybersecurity opportunities.

Strong knowledge of Threat Management, including SOC/MXDR, SIEM/SOAR, EDR/XDR, Incident Response, Exposure/Vulnerability Management, Penetration Testing, Threat Intelligence, and AI-enabled Security Operations.

Proven experience selling cybersecurity solutions within State & Local Government (SLED), Healthcare, and/or Life Sciences, including complex procurement and competitive RFP environments.

Ability to develop relationships and influence CISO, CIO, CTO and other senior executives, translating cybersecurity challenges into measurable business outcomes.

Experience leading the complete sales lifecycle—from pipeline creation, qualification and solution shaping through proposals/orals, negotiations, contracting and closing.

Experience working with cybersecurity technology partners such as Palo Alto Networks, Microsoft, CrowdStrike, Zscaler, Recorded Future, Fortinet or similar providers.

Strong collaboration skills with account executives, solution architects, delivery, alliances, pricing, finance, contracts and legal teams.

Bachelor's degree or equivalent professional experience.

Preferred technical and professional experience

Established network of CISO/CIO and cybersecurity relationships across SLED, Healthcare and Life Sciences, with demonstrated ability to create new opportunities from those relationships.

Experience selling managed security services, SOC transformation and large-scale cybersecurity outsourcing engagements, including multi-year deals.

Understanding of AI/Agentic AI and automation within Security Operations, and the ability to articulate their business value and competitive differentiation.

Familiarity with Public and regulated-industry security frameworks and requirements including NIST CSF, Zero Trust, HIPAA, MARS-E, CMMC and related compliance frameworks.

Relevant cybersecurity certifications such as CISSP, CISM, CCSP or equivalent, and/or an MBA or advanced degree.

Prior experience with a global consulting organization, systems integrator, MSSP, or major cybersecurity technology provider.

IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.