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Job Summary
Vacancy NoVN14821
Job Title
BU Lead - Cybersecurity
Office Location
ZA-Johannesburg
Alternative Office Location
About the Role
ROLE DESCRIPTION
The Business Practice Lead is responsible for leading the Cyber Security business to achieve and exceed sales revenue, gross margin, vendor growth, partner recruitment, and partner management targets. The role provides strategic and operational leadership to the Cyber Security team, ensuring effective execution of business plans while fostering a high-performance, collaborative, and customer-focused culture.
The Business Practice Lead is accountable for coaching, developing, and motivating the team to deliver outstanding business results. This includes organising and prioritising workloads, monitoring performance, and ensuring operational excellence across all business activities. The role also maintains direct involvement in the execution of the Cyber Security business strategy, contributing personally to business growth and key initiatives.
Leading the Cyber Security Business Practice, this role drives profitability and sustainable growth in alignment with the company's vision, values, and strategic objectives. The incumbent has full ownership of the Cyber Security vendor sales budgets and is responsible for delivering against agreed financial and operational targets.
The Business Practice Lead works closely with sales, pre-sales, marketing, finance, and vendor management teams to ensure seamless execution of business objectives. The role is responsible for establishing, monitoring, and achieving annual and monthly sales objectives, aligned with the Cyber Security business plan, while strengthening vendor relationships and driving partner success.
Your Key Responsibilities
DUTIES & RESPONSIBILITIES
• Achieve Cyber Security sales revenue and gross margin targets.
• Deliver vendor objectives and maximise rebates, funding, incentives, and overall business contribution.
• Develop and communicate compelling value propositions for Cyber Security vendors and channel partners.
• Develop and execute business and activity plans to drive sales growth, market share, profitability, and partner engagement.
• Liaise and provide regular reporting to the Westcon Cybersecurity Director
Sales Management
• Develop and execute the local Cyber Security business plan and sales strategy to achieve revenue, profitability, and growth objectives.
• Prepare and implement action plans to generate new business opportunities and accelerate existing sales pipelines.
• Drive partner recruitment, enablement, and business development across the Cyber Security portfolio.
• Collaborate with Marketing to develop and execute vendor marketing plans and demand generation initiatives.
• Partner with Professional Services and Training teams to execute the Cyber Security sales strategy and enable partner success.
• Provide accurate and timely sales forecasting, reporting, and business performance updates to senior management.
• Ensure timely and competitive pricing while protecting gross margin and profitability.
• Support the preparation and delivery of customer proposals, presentations, and RFP responses.
• Communicate vendor strategies, programmes, and go-to-market initiatives to internal and external stakeholders.
• Develop and execute partner business plans to increase market share and sales performance.
• Identify cross-selling opportunities across the wider Westcon portfolio.
• Develop additional value-added services and solutions to strengthen Westcon's Cyber Security offering.
• Execute the Cyber Security portfolio strategy and coordinate cross-functional resources to deliver vendor initiatives and business objectives.
Leadership
• Lead the Cyber Security team in accordance with company policies, procedures, and the Business Code of Conduct.
• Build and maintain a high-performing, engaged, and accountable team culture.
• Delegate responsibilities appropriately while maintaining overall accountability for business outcomes.
• Conduct regular team meetings, coaching sessions, and one-on-one discussions to drive performance, capability development, and employee engagement.
• Support the ongoing development of internal and external sales personnel through coaching and mentoring.
• Deliver regular vendor strategy and sales enablement sessions to strengthen commercial capability.
• Conduct annual performance reviews and continuous performance conversations in partnership with Human Resources.
• Lead recruitment, selection, onboarding, and succession planning for the Cyber Security business.
Qualifications / Requirements
PERSON SPECIFICATION
Education/Certification
• Matric.
• Business Management Degree or equivalent qualification preferred.
• Relevant Cyber Security vendor certifications are advantageous.
Knowledge
Technology:
• Strong technical understanding of Cyber Security technologies and solutions.
• Excellent knowledge of the Cyber Security market, competitive landscape, and industry trends.
• Ability to identify market opportunities and competitive differentiators.
• Advanced computer literacy.
Finance & Compliance:
• Understanding of revenue, gross profit, rebates, pricing, and commercial performance.
• Strong business and financial acumen.
• Understanding of working capital and profitability drivers.
• Ability to assess business risks, opportunities, and strategic priorities.
Sales:
• Strong understanding of the end-to-end sales cycle.
• Experience developing and coaching high-performing sales teams.
• Knowledge of channel ecosystems, including Systems Integrators, Value Added Resellers (VARs), Managed Service Providers (MSPs), Internet Service Providers (ISPs), and other partner types.
Customer Service:
• Strong Customer Relationship Management (CRM) capability.
• Deep understanding of customer needs, partner engagement, and market dynamics.
Key Competencies, Skills & Attributes
• Strong leadership and people management skills.
• Excellent relationship-building and stakeholder management skills.
• Excellent written and verbal communication skills.
• Strong commercial judgement and business acumen.
• Strategic thinking with the ability to identify and qualify growth opportunities.
• Passion for Cyber Security technologies and emerging market trends.
• Ability to develop strong internal and external partnerships.
• Proven ability to develop and execute successful sales strategies.
• Highly self-motivated with strong planning and execution skills
Desired Experience
• Minimum of 5 years' leadership experience within the Cyber Security or IT distribution industry.
• Experience within distribution, vendor, systems integrator, reseller, or channel environments.
• Demonstrated experience in Customer Relationship Management, Sales, and Marketing.
• Proven track record of leading successful sales teams and delivering commercial growth.
Values
• Demonstrates and embraces Westcon-Comstor values of Partnership, Integrity, Accountability and Ambition.
Operating Environment
• Fast-paced global technology distribution environment.
• Collaboration with vendors, partners, and customers.
• Attendance at customer, partner, and vendor events.
• Travel as required.
MEASURES OF SUCCESS
• Achievement of Cyber Security vendor targets.
• Delivery of revenue, gross margin, profitability, and growth objectives.
• Achievement of annual and monthly sales budgets.
• Growth in partner recruitment, enablement, and sales performance.
• High-performing, engaged Cyber Security team.
• Strong customer and vendor satisfaction.
• Delivery within approved operating budgets.
• Sustainable revenue and market share growth.
About Us
Applications Close Date
16 Jul 2026
ATS Client
IT/Computer
Recruiter
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