Cybersecurity Solutions Director

1. Customer Problem Discovery & Solution Shaping
• Engage with customer stakeholders to understand their business objectives, cybersecurity challenges, regulatory requirements, technology landscape, risk posture, and transformation priorities.
• Convert customer problem statements into structured solution requirements, target outcomes, and solution hypotheses.
• Facilitate solution discovery and design workshops with CISOs, security leadership, technology teams, risk functions, and business stakeholders.
• Identify opportunities where TCS can proactively solve emerging customer challenges through unsolicited proposals, point-of-views, assessments, workshops, and solution concepts.
2. Cybersecurity Solution Development
• Lead the development of end-to-end cybersecurity solutions addressing customer-specific requirements across areas such as IAM, Cloud Security, Data Security, Cyber Defense/SOC/MDR, Vulnerability Management, Cyber Resilience, Application Security, AI Security, GRC, and Third-Party Risk.
• Bring together TCS capabilities, platforms, accelerators, cybersecurity services, partner technologies, and industry expertise into an integrated customer solution.
• Work closely with Solution Architects, SMEs and Delivery teams to develop the solution architecture, operating model, delivery model, transition approach, transformation roadmap, sizing and implementation plan.
• Ensure solutions balance security outcomes, customer experience, scalability, technology feasibility, cost optimization, and operational resilience.
3. Solution Positioning & Executive Storytelling
• Translate complex cybersecurity solutions into compelling business and executive narratives focused on customer outcomes rather than technology features.
• Develop and deliver executive presentations, solution workshops, proposals, demonstrations, and transformation roadmaps.
• Clearly articulate why TCS, why this solution, and why now, connecting the proposed solution to the customer's strategic priorities.
• Position solutions effectively with CISOs, CIOs, CTOs, Security Architects, Procurement teams, Risk le aders, and other decision makers.
• Support executive briefings, innovation sessions, workshops and customer strategy discussions.
4. Opportunity & Pursuit Solution Leadership
• Take ownership of the solutioning lifecycle for strategic cybersecurity opportunities from initial discovery through proposal, customer presentation, negotiation, and transition to delivery.
• Partner with Account and Sales teams to qualify opportunities based on customer need, solution fit, strategic relevance, competitive position, and commercial viability.
• Lead cybersecurity solution responses for customer-issued RFIs, RFQs and RFPs, coordinating Account Teams, Pre-Sales, Solution Architects, SMEs, Delivery, Partners, and Commercial/Finance teams.
• Conduct solution reviews and challenge assumptions to ensure proposals are technically credible, commercially competitive, differentiated, and executable.
• Support Account/Sales teams during customer negotiations and solution clarifications.
5. Competitive Differentiation & Value Proposition
• Maintain a strong understanding of competitive offerings, cybersecurity market trends, evolving customer priorities, regulations, emerging technologies, and hyperscaler/security ecosystem developments.
• Analyze competitive positioning and ensure TCS solutions demonstrate clear differentiation and measurable customer value.
• Bring together TCS intellectual property, accelerators, partner ecosystems, AI capabilities, automation, and delivery strengths to create differentiated propositions.
• Continuously refine solution messaging based on customer feedback, deal outcomes, market intelligence, and competitive insights.
6. Commercial & Delivery Viability
• Work with Delivery and Finance teams to develop effort estimates, pricing models, business cases, transformation investments, productivity commitments, and commercial assumptions.
• Ensure proposed solutions meet required commercial and margin expectations while remaining competitive.
• Identify solution risks, dependencies, assumptions, exclusions, and mitigation actions before proposal submission.
• Participate in solution-to-delivery handover to ensure the solution committed to the customer can be executed successfully.
7. Portfolio & Repeatable Solution Development
• Identify recurring cybersecurity customer problems and convert successful approaches into repeatable solutions, reference architectures, offerings, playbooks, accelerators, and industry propositions.
• Collaborate with the Cybersecurity Practice to influence solution roadmaps based on BFSI customer needs and market demand.
• Build BFSI-specific propositions around emerging themes such as AI Security, Cyber Resilience, Zero Trust, Identity transformation, Cloud Security, Data Protection, Post-Quantum readiness, and next-generation Cyber Defense.
• Develop reusable solution assets that improve pursuit speed, solution consistency, differentiation, and deal quality.
8. Sales & Account Partnership
• Partner closely with Account Client Partner/BRM's and Cybersecurity Sales leaders to identify whitespace and solution opportunities within strategic BFSI accounts.
• Support Strategic Account Plans with cybersecurity transformation themes, solution plays, customer problem statements, and proactive propositions.
• Assist Sales teams in expanding existing cybersecurity engagements into broader transformation programs.
• Contribute solution expertise to campaigns, client events, CISO discussions , workshops, and account-based marketing initiatives.

• 13-15+ years in cybersecurity, including 7+ years in cybersecurity solutioning, pre-sales or consulting, preferably in BFSI.
• Proven experience in Cybersecurity Solutioning, Consulting, Pre-Sales, Solution Architecture or Advisory, with demonstrated ability to translate complex customer problem statements into differentiated and commercially viable cybersecurity solutions.
• Strong experience working with Banking, Financial Services and Insurance (BFSI) organizations, with an understanding of cybersecurity priorities, regulatory expectations, technology environments, operational resilience and risk management.
• Comprehensive and current understanding of the Cybersecurity market, emerging threats, regulatory landscape, technology trends and evolving security operating models.
• Strong working knowledge across a broad range of cybersecurity domains, with demonstrable solutioning expertise in at least three or more of the following:
• Identity & Access Management / Privileged Access Management
• Enterprise Vulnerability & Exposure Management
• Managed Detection & Response / SOC Transformation
• Cloud & Container Security
• Data Security, Protection & Privacy
• Governance, Risk & Compliance
• Network Security / SASE / Zero Trust
• Application & DevSecOps Security
• Cyber Resilience, Recovery & Ransomware Preparedness
• AI Security / Security for AI
• Third-Party & Supply Chain Cyber Risk
• Cryptography and Post-Quantum Security
• Demonstrated ability to understand customer business and cybersecurity challenges and translate them into solution architectures, transformation roadmaps, operating models, managed services and outcome-based propositions.
• Strong experience leading the solutioning of complex RFI, RFP and RFQ responses, including requirements analysis, solution architecture, delivery models, effort estimation, assumptions, dependencies, risks and commercial considerations.
• Ability to develop proactive and unsolicited cybersecurity propositions by identifying customer challenges, industry trends, regulatory drivers and technology transformation requirements.
• Strong knowledge of major cybersecurity technology ecosystems such as Microsoft, Palo Alto Networks, CrowdStrike, CyberArk, SailPoint, Okta, Zscaler, Google Cloud/Mandiant, AWS and leading data-security platforms are desirable.
• Strong executive presentation and storytelling skills, with demonstrated experience presenting complex cybersecurity solutions and transformation strategies to CISOs, CIOs, CTOs, CROs and other senior executives.
• Ability to articulate cybersecurity solutions in terms of business outcomes, risk reduction, resilience, regulatory compliance, operational efficiency, modernization and measurable value, rather than solely through technology features.
• Proven ability to work with Sales and Account teams to shape opportunities, develop solution strategies, differentiate propositions and support strategic pursuits through successful closure.
• Good commercial acumen, including experience with solution costing, effort estimation, pricing models, business cases, margin considerations, managed-services constructs and transformation investments.
• Strong understanding of the competitive cybersecurity landscape and the ability to establish clear differentiation and compelling value propositions against global system in

Qualifications

BACHELOR OF COMPUTER SCIENCE