1. Key responsibilities

1.1 Growth strategy and revenue

• Set the annual growth plan with the CEO: targets by region, service line and client segment.
• Own bookings, revenue, gross margin and collections against the plan.
• Grow recurring revenue from managed services (vCISO, vDPO, managed compliance, SOC-as-a-Service).
• Report monthly to the CEO on pipeline, forecast, wins and losses, and market trends.

1.2 Regional markets

• India: grow CERT-In audit, DPDP, ISO and testing business with enterprises, BFSI and the public sector.
• UAE / GCC: build the Gulf client base for ISO, VAPT and regional cyber and data-protection frameworks.
• UK & Europe: grow Cyber Essentials, ISO 27001, GDPR and penetration testing work.
• Australia / APAC: build Essential Eight, ISO 27001 and VAPT business.
• Hire and lead a regional lead for each market as the business grows.

1.3 Clients and key accounts

• Win new clients and build long-term relationships with CXOs, CISOs, DPOs and procurement teams.
• Run a key-account programme for the top clients: account plans, regular reviews and cross-selling.
• Track client satisfaction and renewals with the delivery teams.

1.4 Proposals, pricing and deal governance

• Lead proposals and bids, including government tenders and RFPs, with the practice heads.
• Price deals using the J&S rate cards and standard commercial terms.
• Approve pricing and discounts within the delegation matrix set by the CEO, and refer larger or non-standard deals to the CEO.
• Run a deal review with the CISO and CTO before signing, covering delivery capacity, independence and conflicts of interest.

1.5 Marketing and brand

• Own the marketing plan: website, digital and social media, events, webinars and thought leadership.
• Build the neXavault brand in each region in line with the Brand Standard.
• Manage marketing budget and measure the leads and pipeline it creates.

1.6 Partnerships and alliances

• Build channel, referral and technology partnerships in each region.
• Manage partner agreements, joint campaigns and partner-sourced revenue.

1.7 Team leadership

• Hire, lead and develop the markets team.
• Run a sales process and CRM discipline: pipeline stages, forecasting and win-loss reviews.

1.8 Integrity in selling

• Never promise a certification, audit result or regulatory outcome. neXavault provides readiness, implementation and assurance services; certification is granted by an independent certification body accredited under the Global ACI MRA (formerly the IAF MLA).
• Never sell an audit to a client whose controls J&S implemented.
• Keep audit fees independent of audit results.
• Make sure all claims about J&S’s empanelments and accreditations are accurate.
• Follow anti-bribery, gifts and data-protection rules in all sales and marketing.

2. Qualifications and experience

2.1 Essential

• 15+ years in B2B services sales, including 7+ years leading teams that sell cyber security, GRC or IT services.
• A track record of growing revenue across more than one region.
• A strong network of CXO, CISO or risk leaders in at least two of the four markets.
• Experience winning large enterprise or government deals, including formal bids and RFPs.
• Good working knowledge of cyber security and compliance services: VAPT, ISO 27001, data protection and managed security.
• A bachelor’s degree.

3. Desirable

• An MBA or equivalent.
• Experience in a Big-4, consulting firm or managed security services provider.
•  A foundation-level security or privacy qualification.
• Experience building a sales function from early stage.

4. Skills and behaviours

• Commercial drive: sets ambitious targets and meets them profitably.
• Consultative selling: understands the client’s risk and regulatory needs before proposing a solution.
• Integrity: sells only what J&S can deliver, and keeps to independence rules.
• Leadership: builds, coaches and holds a regional team to account.
• Communication: presents with confidence to boards and senior leaders.
• Cultural agility: works well across Indian, Gulf, European and APAC business cultures.

5. What we offer

• A competitive fixed salary plus a variable incentive linked to revenue, margin and collections.
• The chance to build and lead J&S’s global growth function.
• An annual learning and conference budget.

6. Equal opportunity

John & Smith is an equal-opportunity employer. We welcome applications from all qualified candidates, whatever their gender, age, religion, caste, disability, sexual orientation or background.

How to apply: send your CV and a short cover note to careers@johnandsmithglobal.com, with the subject line “Head of Global Markets & Growth”.

neXavault - The Cyber Armour - is the cybersecurity, risk and compliance practice of John & Smith, helping organisations secure their operations and meet the frameworks, standards and regulations that matter to their business.

Contact

audits@johnandsmith.co.in · +91 62820 07077 · www.johnandsmithglobal.com

Principal office: Amenity Block, Lulu IT Twin Towers, SmartCity SEZ, Kakkanad, Kochi, Kerala 682042, India

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