Technology and Cybersecurity Director; GTM & Sales Activation

Technology And Cybersecurity Director (GTM & Sales Activation)

The Technology and Cybersecurity Director (GTM & Sales Activation) is responsible for ensuring the successful commercialization of the company's cybersecurity consulting and advisory practice and expanding resell across the technical line card. This role bridges the newly formed cybersecurity technical team with the company's existing sales organization, ensuring sellers are trained, equipped, and accountable to drive pipeline and revenue aligned to the financial business case used to launch the cybersecurity practice.

The Technology and Cybersecurity Director translates Emergent's technology and cybersecurity consulting capabilities—including identity security, Zero Trust, and cyber posture assessments—into repeatable sales motions that generate advisory engagements and pull through downstream revenue across product resale, implementation services, and managed services. This role operates as a GTM quarterback responsible for driving enablement, pipeline creation, deal strategy, and performance accountability across multiple sales teams, particularly in Public Sector markets (Federal and SLED).

This is a Director-level individual contributor role with shared accountability for cybersecurity revenue growth and pipeline acceleration.

• Drive consistent cybersecurity pipeline creation by working directly with sellers to identify, qualify, and advance advisory opportunities across all sales teams.
• Enable and coach sales teams to position cybersecurity consulting engagements as the entry point to downstream security solutions and services.
• Activate and operationalize repeatable cybersecurity GTM sales plays that sellers can execute across enterprise, core, SLED, and net-new logo segments.
• Design, deliver, and continuously refine structured cybersecurity sales enablement programs aligned to seller roles and market focus areas.
• Develop clear cybersecurity value messaging, discovery approaches, and qualification frameworks that increase seller confidence and win rates.
• Align cybersecurity advisory offerings with partner technologies to enable effective co‑selling and pull‑through of identity, Zero Trust, and threat detection solutions.
• Build and maintain cybersecurity sales playbooks that standardize targeting, discovery, proposal structure, and follow‑on implementation pathways.
• Partner with sales leadership to focus cybersecurity pursuits on accounts with maturity gaps, compliance pressures, and transformation initiatives.
• Maintain visibility into cybersecurity pipeline, revenue, and seller adoption metrics and report GTM performance to executive leadership.
• Coordinate with partner teams to align enablement, joint sales motions, and demand generation efforts across the cybersecurity ecosystem.
• Collaborate with marketing to execute targeted campaigns that generate cybersecurity consulting demand and support active sales pursuits.
• Support strategic planning and optimization of the cybersecurity practice operating model based on performance against financial and growth targets.

Minimum Requirements:

• Bachelor's Degree in an IT‑related field or equivalent work experience, required.
• 12+ years of experience in enterprise technology sales, sales enablement, or GTM leadership.
• Experience working within a VAR, systems integrator, or technology services organization.
• Experience supporting Public Sector sales environments (Federal and/or SLED).
• Familiarity with cybersecurity advisory services and consulting engagements.
• Experience supporting security vendors such as identity, PAM, or network security platforms.
• Experience selling or enabling solutions aligned to NIST, Zero Trust, or compliance frameworks.

Knowledge / Skills / Abilities (KSAs):

• Knowledge of Identity Security, Zero Trust architecture, or cybersecurity posture frameworks.
• Proven ability to translate technical capabilities into repeatable sales motions.
• Ability to develop a strong pipeline development and deal strategies.
• Ability to enable field sales organizations and inside sales teams.
• Demonstrated ability to influence sales teams without direct authority.
• Excellent…