Job Description
Job Description: Product Manager – Cybersecurity Practice
Location: Mumbai, India (On-site)
Department: Enterprise Security & Infrastructure
OEM Focus: Palo Alto Networks, Crowd Strike, Fortinet
About Team Computers
Team Computers is a bridge between business needs and the world of IT solutions. Founded in 1987, we are a 4,000+ strong team of IT enthusiasts with a turnover of ₹3,500+ Cr, serving as a trusted partner to India's leading enterprises. We don't just sell products; we design, deploy, and manage end-to-end digital infrastructure.
We are looking for a Cybersecurity Product Manager to lead our partnership business for premium OEMs (Palo Alto Networks, Crowd Strike, and Fortinet). You will act as the & "CEO" of this specific portfolio, driving its growth, profitability, and market penetration in the Mumbai and West India region.
Role Overview
As the Product Manager for Cybersecurity, you will own the P&L and Go-to-Market (GTM) strategy for our key security OEMs. You will not be building software; instead, you will be building a business. Your goal is to translate the technical capabilities of Palo Alto, Crowd Strike, and Fortinet into solving business problems for our customers, ensuring Team Computers remains their top-tier partner of choice.
Key Responsibilities
1. OEM Relationship & Strategy (The Bridge)
Partnership Management: Serve as the primary point of contact between Team Computers and OEM leadership (Palo Alto, Crowd Strike, Fortinet). Maintain high-level partner status (Diamond/Platinum) by meeting certification and revenue targets.
Business Planning: Develop annual business plans with OEMs, including revenue forecasts, marketing funds (MDF) utilization, and rebate structures.
Quarterly Business Reviews (QBRs): Lead QBRs with OEM channel managers to review pipeline health, win/loss analysis, and strategic alignment.
2. Sales Enablement & Revenue Growth
Revenue Ownership: Own the revenue and gross margin targets for the cybersecurity portfolio in the region.
Sales Empowerment: Equip the internal sales team with & battle cards, & competitive intelligence, and USP training. Help them understand why they should pitch Crowd Strike over a competitor or how to cross-sell Fortinet SD-WAN.
Pipeline Management: Monitor the sales funnel, identifying stalled deals and intervening with technical or commercial support to close them.
3. Solutioning & Technical Pre-Sales
Solution Architecture: Work with the Pre-Sales/Solution Engineering team to architect complex security solutions (SASE, XDR, Zero Trust) that integrate multiple OEM products.
Proof of Concept (POC) Oversight: Ensure successful execution of POCs and demos for high-value enterprise clients.
Market Intelligence: Stay ahead of the curve on Mumbai's specific market trends (e.g., BFSI compliance needs) and map OEM solutions to these local requirements.
Who You Are (Requirements)
Experience: 7–12 years of experience in the IT Infrastructure/Cybersecurity industry. At least 3+ years in a Product Management, Category Management, or Partner Alliance role at a System Integrator or Distributor (e.g., Ingram, Redington, or similar SIs).
OEM Knowledge: Deep commercial and technical understanding of at least two of the three: Palo Alto Networks, Crowd Strike, or Fortinet. You understand their licensing models, hardware vs. software mix, and competitive landscape.
Business Acumen: Experience managing a P&L, understanding front-end/back-end margins, deal registration (DR) processes, and rebate optimization.
Technical Fluency: You don't need to code, but you must speak the language of CISOs. Familiarity with EDR/XDR, NGFW, SASE, and Cloud Security is essential.
Certifications (Preferred)
OEM Sales Certifications: (e.g., PSE - Professional, crowdstrike sales specialist, NSE 3/4).
Industry Certifications: CISSP, CISM, or Comp TIA Security+ (Good to have, not mandatory).
Why Join Team Computers?
Entrepreneurial Culture: We are a large organization with the soul of a startup. You will have the
autonomy to run your practice your way.
Scale: Work with the largest BFSI, Manufacturing, and Pharma clients in Mumbai.
Growth: We invest heavily in our people. Access to top-tier OEM training, global events, and leadership development programs.
Location: Mumbai, India (On-site)
Department: Enterprise Security & Infrastructure
OEM Focus: Palo Alto Networks, Crowd Strike, Fortinet
About Team Computers
Team Computers is a bridge between business needs and the world of IT solutions. Founded in 1987, we are a 4,000+ strong team of IT enthusiasts with a turnover of ₹3,500+ Cr, serving as a trusted partner to India's leading enterprises. We don't just sell products; we design, deploy, and manage end-to-end digital infrastructure.
We are looking for a Cybersecurity Product Manager to lead our partnership business for premium OEMs (Palo Alto Networks, Crowd Strike, and Fortinet). You will act as the & "CEO" of this specific portfolio, driving its growth, profitability, and market penetration in the Mumbai and West India region.
Role Overview
As the Product Manager for Cybersecurity, you will own the P&L and Go-to-Market (GTM) strategy for our key security OEMs. You will not be building software; instead, you will be building a business. Your goal is to translate the technical capabilities of Palo Alto, Crowd Strike, and Fortinet into solving business problems for our customers, ensuring Team Computers remains their top-tier partner of choice.
Key Responsibilities
1. OEM Relationship & Strategy (The Bridge)
Partnership Management: Serve as the primary point of contact between Team Computers and OEM leadership (Palo Alto, Crowd Strike, Fortinet). Maintain high-level partner status (Diamond/Platinum) by meeting certification and revenue targets.
Business Planning: Develop annual business plans with OEMs, including revenue forecasts, marketing funds (MDF) utilization, and rebate structures.
Quarterly Business Reviews (QBRs): Lead QBRs with OEM channel managers to review pipeline health, win/loss analysis, and strategic alignment.
2. Sales Enablement & Revenue Growth
Revenue Ownership: Own the revenue and gross margin targets for the cybersecurity portfolio in the region.
Sales Empowerment: Equip the internal sales team with & battle cards, & competitive intelligence, and USP training. Help them understand why they should pitch Crowd Strike over a competitor or how to cross-sell Fortinet SD-WAN.
Pipeline Management: Monitor the sales funnel, identifying stalled deals and intervening with technical or commercial support to close them.
3. Solutioning & Technical Pre-Sales
Solution Architecture: Work with the Pre-Sales/Solution Engineering team to architect complex security solutions (SASE, XDR, Zero Trust) that integrate multiple OEM products.
Proof of Concept (POC) Oversight: Ensure successful execution of POCs and demos for high-value enterprise clients.
Market Intelligence: Stay ahead of the curve on Mumbai's specific market trends (e.g., BFSI compliance needs) and map OEM solutions to these local requirements.
Who You Are (Requirements)
Experience: 7–12 years of experience in the IT Infrastructure/Cybersecurity industry. At least 3+ years in a Product Management, Category Management, or Partner Alliance role at a System Integrator or Distributor (e.g., Ingram, Redington, or similar SIs).
OEM Knowledge: Deep commercial and technical understanding of at least two of the three: Palo Alto Networks, Crowd Strike, or Fortinet. You understand their licensing models, hardware vs. software mix, and competitive landscape.
Business Acumen: Experience managing a P&L, understanding front-end/back-end margins, deal registration (DR) processes, and rebate optimization.
Technical Fluency: You don't need to code, but you must speak the language of CISOs. Familiarity with EDR/XDR, NGFW, SASE, and Cloud Security is essential.
Certifications (Preferred)
OEM Sales Certifications: (e.g., PSE - Professional, crowdstrike sales specialist, NSE 3/4).
Industry Certifications: CISSP, CISM, or Comp TIA Security+ (Good to have, not mandatory).
Why Join Team Computers?
Entrepreneurial Culture: We are a large organization with the soul of a startup. You will have the
autonomy to run your practice your way.
Scale: Work with the largest BFSI, Manufacturing, and Pharma clients in Mumbai.
Growth: We invest heavily in our people. Access to top-tier OEM training, global events, and leadership development programs.
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