Team Scope: Builds and leads the regional presales & solutioning team (NA)
Location: North America — preferred hubs: NJ, NY
Travel: Up to 50% (client-facing engagements and strategic pursuits)
Work Model: Hybrid
ROLE OVERVIEW
Cognizant is seeking a Senior Director to lead go-to-market strategy, pursuit leadership, and revenue enablement for cybersecurity across North America. This business leadership role is accountable for growing qualified pipeline, improving deal conversion on strategic pursuits, and scaling cybersecurity revenue through differentiated, outcome-led solutions.
Operating at the intersection of market demand, client strategy, solution architecture, and commercial shaping, you will partner with sales, delivery, alliances, and practice leadership to bring high-impact cybersecurity solutions to market — and build the regional team to sustain that performance at scale.
This is not a solution architect role that escalates to leadership. It is a leadership role that commands architecture. The Senior Director is the final solution and commercial authority on strategic cybersecurity pursuits in the region.
WHAT YOU WILL OWN
GTM & Revenue Enablement
• Own the cybersecurity presales strategy for North America, aligned to annual growth targets and pipeline commitments
• Drive qualified pipeline growth and improve win conversion on large, complex pursuits (TCV $5M and above)
• Partner with sales leadership to shape deal strategy, pricing approach, and competitive positioning on priority accounts
• Represent cybersecurity capability in key client and partner forums — including QBRs, alliance briefings, and executive engagements
Pursuit Leadership at Scale
• Lead and govern high-value, multi-tower cybersecurity pursuits across managed security services, cyber transformation, and system integration
• Act as the final solution authority on strategic bids — accountable for technical soundness, commercial viability, and delivery alignment
• Govern pursuit quality through structured review gates, win-theme development, and executive dry runs
• Ensure clean handover to delivery leadership post-contract: solution intent, commercial boundaries, and key assumptions documented
Client & Executive Engagement
• Engage directly with CISOs, CIOs, and business leadership to shape cybersecurity strategy, roadmaps, and investment decisions
• Translate complex risk and transformation requirements into clear, outcome-driven solutions and business cases
• Position cybersecurity as a business enabler — tied to resilience, compliance, regulatory requirements, and competitive differentiation
SOLUTION SCOPE
Cybersecurity Portfolio Coverage
Solutions are designed and governed across Cognizant's full cybersecurity portfolio:
• Identity & Access Management (IAM, PAM, Zero Trust)
• Data Security & Privacy
• Cloud, Infrastructure & Network Security
• Threat & Vulnerability Management
• Security Operations, MDR & Incident Response
• Governance, Risk & Compliance (GRC)
• OT / ICS Security and IT/OT convergence environments
• Emerging areas: Security for AI, Cyber Resilience, Multi-cloud architectures
Environment Coverage
• On-premises, public cloud (AWS, Azure, GCP), hybrid, and OT/ICS environments
• Platform-aligned solutions leveraging Cognizant's alliance ecosystem: Microsoft, Palo Alto Networks, CrowdStrike, Splunk, Okta, Qualys, ServiceNow SecOps
LEADERSHIP & ORGANIZATIONAL IMPACT
• Build, mentor, and scale a high-performing regional presales and solutioning team
• Coach solution architects and pursuit leads to improve win rates, solution quality, and commercial maturity
• Drive alignment across markets, delivery, alliances, and offering teams — own the regional presales operating rhythm
• Contribute to offering development, reusable presales assets, and GTM strategy refinement at the practice level
• Represent the Cybersecurity Practice in senior leadership reviews, capability forums, and strategic planning cycles
MEASURES OF SUCCESS
• Pipeline Growth: Quarter-on-quarter growth in qualified cybersecurity pipeline across NA
• Deal Conversion: Win rate on strategic pursuits (TCV $5M+) versus prior baseline
• Revenue Contribution: New and expansion cybersecurity revenue attributed to presales-led pursuits
• Solution Quality: Bid review scores, delivery alignment, and rework rate post-contract
• Executive Reach: Number of new CISO / C-suite relationships developed across named accounts
• Team Capability: Individual development of solution architects — certifications, deal credits, promotion readiness
REQUIRED EXPERIENCE & CAPABILITIES
Leadership & Pursuit Track Record
• 15+ years in cybersecurity across presales, solutioning, architecture, and cyber risk management
• Minimum 5 years in a senior presales leadership role with direct pursuit ownership, team management, and pipeline accountability
• Demonstrated track record of winning large, complex cybersecurity engagements (TCV $10M+) as solution or presales lead
• Experience delivering managed security services, cyber transformation programs, and system integration engagements at enterprise scale
• Background working with enterprise clients across two or more verticals (BFSI, Healthcare, Manufacturing, Retail, Energy, or similar)
Cybersecurity Domain Expertise
• Broad expertise across core cybersecurity domains: Identity, Data Security, Cloud Security, Network Security, Application Security, and GRC
• Hands-on familiarity with major security platforms: Microsoft Sentinel / Defender, Palo Alto NGFW / Prisma, CrowdStrike Falcon, Splunk SIEM, Okta, Qualys, ServiceNow SecOps
• Experience architecting solutions across on-premises, cloud, hybrid, and OT / ICS environments
• Working knowledge of relevant frameworks and standards: NIST CSF, ISO 27001, MITRE ATT&CK, Zero Trust, HIPAA, PCI-DSS, SOC 2
Commercial & Strategic Acumen
• Proven ability to shape value propositions, pricing constructs, and risk-adjusted commercial models for strategic pursuits
• Strong executive presence — demonstrated ability to influence CISOs, CTOs, and business leadership in high-stakes pursuit environments
• Comfortable operating in a matrixed organization across sales, delivery, and practice leadership
• Experience shaping and managing alliance and partner relationships in support of GTM and pursuit strategy
PREFERRED QUALIFICATIONS
• Industry certifications: CISSP, CISM, CISA, or CRISC
• Platform or vendor certifications: Microsoft Security, Palo Alto PCNSE, CrowdStrike, Splunk, or equivalent
• MBA or post-graduate business qualification
• Prior experience in a Big 4 consulting firm, global systems integrator (GSI), or major MSSP environment
WHAT SETS THE SUCCESSFUL CANDIDATE APART
• Brings together strategy, architecture, delivery feasibility, and commercial thinking into cohesive, client-winning solutions — not one or two of these, all four
• Instinctively client-first: represents Cognizant credibly at board and CISO level while simultaneously aligning internal stakeholders around a single solution narrative
• Builds teams that win — not just individually capable, but invested in growing the capability around them
• Holds a sharp perspective on modern cybersecurity priorities: cloud security, OT convergence, identity-led architectures, AI-driven threats, and cyber resilience
• Energized by complexity — most effective when the pursuit is large, the timeline is tight, and the competition is credible
WHY COGNIZANT CYBERSECURITY
Cybersecurity is a board-level priority and a core growth driver for Cognizant in North America. As Senior Director, you will shape how large global organizations secure and scale their digital environments across diverse industries, complex ecosystems, and high-stakes engagements.
You will have a broad alliance ecosystem, a global delivery platform, and executive sponsorship for cybersecurity growth at the highest levels of the organization. Cognizant's scale makes the opportunities real — the deals are large, the clients are global, and the mandate to grow is backed by investment.
This is a role for a leader who is energized by winning, motivated by building, and measured by results.
SALARY AND OTHER COMPENSATION
The annual salary for this position is between $245,000 and $265,000, depending on the experience and other qualifications of the successful candidate.
This position is also eligible for Cognizant’s discretionary annual incentive program, based on performance and subject to the terms of Cognizant’s applicable plans.
Benefits: Cognizant offers the following benefits for this position, subject to applicable eligibility requirements:
· Medical / Dental / Vision / Life Insurance
· Paid holidays plus Paid Time Off
· 401(k) plan and contributions
· Long-term / Short-term Disability
· Paid Parental Leave
· Employee Stock Purchase Plan
Disclaimer: The salary, other compensation, and benefits information is accurate as of the date of this posting. Cognizant reserves the right to modify this information at any time, subject to applicable law.
About Cognizant:
Cognizant (Nasdaq: CTSH) is an AI Builder and technology services provider, bridging the gap between AI investment and enterprise value by building full-stack AI solutions for our clients. Our deep industry, process and engineering expertise enables us to build an organization’s unique context into technology systems that amplify human potential, drive tangible outcomes and keep global enterprises ahead in a fast-changing world. See how at cognizant.ai or @cognizant.
Additional employment information
Compensation information is accurate as of the date of this posting. Cognizant reserves the right to modify this information at any time, subject to applicable law.
Language requirements vary depending on roles, but we ask that all candidates have basic English proficiency for company-wide communications purposes. For roles based in Quebec, professional English proficiency is required, as you’ll deliver services to and collaborate with stakeholders outside the province who may not speak French.
Cognizant is an equal opportunity employer. Your application and candidacy will not be considered based on race, color, sex, religion, creed, sexual orientation, gender identity, national origin, disability, genetic information, pregnancy, veteran status or any other characteristic protected by federal, provincial or local laws.
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