Product Manager – Cybersecurity Practice

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 CompTIA 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.