Business Development Lead - Cyber

We're problem solvers at heart. Sometimes the answer is technology, sometimes it is strategy, and sometimes it is a strong cup of tea and a bit of thoughtful conversation. Whatever it takes, we work it out with our clients.
We're an IT consultancy that helps organisations get the best out of their technology. That means keeping them secure and keeping the bad guys out, making sure everything works and is easy to use, and doing smart things with data and software to give their business an edge. It is important work, and we care about doing it well and for the right reasons.
Life at Waterstons is friendly, flexible and built on trust. We hire people who are curious, thoughtful and good at getting to the heart of a problem. You get support, trust and room to grow in a place that still feels human. The unlimited holidays and private healthcare are a nice touch, although most people stay because it feels like the right place to do good work with good people.
What You'll Be Doing
This is a strategically important role, created to bring dedicated focus to business development and pipeline generation across Waterstons' Cyber division.
This is not a purely sales role. You will be in front of clients and prospects, shaping conversations, creating opportunities and connecting commercial, marketing, cyber and managed services specialists.
You will proactively generate new client opportunities across Cyber Consulting, Cyber Assurance and aligned Security Operations services, manage and develop the overall Cyber pipeline, and work alongside other Business Development Leads and sector leads to identify and close gaps.
You'll support the simplification of how we describe and position our cyber services, drive growth in Cyber Consulting, Assurance, Security Operations Teams and recurring revenue streams, and develop joined-up opportunities across cyber strategy, governance, risk, compliance, technical assurance, testing, SOC and managed detection and response.
We are looking for someone who combines commercial acumen with sufficient understanding of cyber security to identify, shape and convert credible client opportunities.
This is a hybrid role based from our Durham, Glasgow or London office. The salary range is £60,000 to £70,000 for Durham and Glasgow, and £64,000 to £74,000 for London.
Your Day-to-Day
Business Development and Pipeline
Proactively identify and pursue new client opportunities across the Cyber division and aligned Security Operations services.
Own and manage large strategic opportunities, own the cyber pipeline, working with other Business Development Leads and Sector Principals to identify gaps and cross-sell opportunities.
Engage prospects early to shape solution direction and build Waterstons' influence.
Track and report on pipeline health, conversion rates, recurring revenue and forecasts.
Client Engagement
Build and maintain trusted relationships with prospective clients.
Lead client-facing conversations to understand challenges and position Waterstons' cyber services.
Translate client needs into clear journeys across Cyber Consulting, Assurance and Security Operations.
Represent Waterstons at industry events, roundtables and networking opportunities.
Pre-Sales & Proposals
Attend and lead pre-sales meetings alongside Cyber, Security Operations and wider technical colleagues.
Contribute to and lead tender responses, proposals and statements of work.
Work with Senior Consultants, Service Owners and Sector Principals to develop compelling, commercially sound solutions.
Ensure scope, pricing, service commitments and delivery handover are clear and achievable.
Marketing & Positioning
Work with Service Owners, Sector Principals and the Marketing Team to simplify and improve how we describe our services.
Support campaigns, case studies, thought leadership and events that raise Waterstons' profile in target markets.
Bring client, market and competitor insight into proposition and service development.
Promote joined-up propositions across the Cyber division.

If some (or most) of the following sound like you, we'd love to hear from you:
A commercially driven individual who understands technology and can translate that understanding into client conversations and winning opportunities.
Comfortable operating at a senior level, building relationships and driving a pipeline from first contact through to signed work.
A proven track record in business development, ideally within a cyber security environment engaging with boards, CIOs, CISOs, CTOs, IT Directors, procurement teams and technical specialists.
Confident in leading pre-sales meetings, writing proposals and tender responses, and working collaboratively with Senior Consultants, Service Owners and Sector Principals to shape compelling solutions.
Energy, drive and a genuine passion for helping clients succeed.
Comfortable with ambiguity, able to manage multiple opportunities simultaneously and motivated by the challenge of building something.
Nice to have
Previous experience as a cyber security professional.
Existing relationships in Higher Education, Energy and CNI, Public Sector, Private Equity or other Waterstons priority markets.
An understanding of Cyber Consulting, Cyber Assurance, Security Operations, Managed Security Services and SOC/MDR services.
Experience working within or alongside technical delivery teams.

As well as offering a competitive salary, we have an attractive benefits package including:
A healthy work life balance with flexible and agile working being the norm
Unlimited holiday allowance
EV car scheme (salary sacrifice)
Room to grow with supported development opportunities and sponsored training
Enhanced family policies
If you ever need it, company sick pay and life assurance
Supported wellbeing with regular initiatives, an employee assistance programme and private medical insurance
Flexible benefits such as a dental scheme, eye care support, season ticket loan and cycle to work
We require a security check to be carried out on all colleagues due to the nature of some of our clients' industries.
Waterstons is committed to creating and an inclusive, understanding, and flexible place to work. We value diversity, equality and inclusion and encourage everyone to 'bring their whole selves' to work. We believe that a company that works to truly embrace and value diversity, create an environment where everyone from any background can do their best work, and feel valued and appreciated is a better company to work for.