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The Value Proposition: The Commercial Why

Problem We Solve

Our key strategic clients are not worried about CCTV; they are worried about regulatory fines, business interruption from cyber-attacks, and protecting their brand reputation. These risks cost millions.

The Role's ROI

This role exists to turn Cyber Risk into a Strategic Revenue Driver. I will leverage my CIO experience to act as a fractional CISO for our top clients, generating high-margin, recurring advisory revenue and strengthening client relationships to secure the core managed services business.

Differentiation

This position elevates Vorboss above competitors selling just hardware/bandwidth to being a trusted, strategic advisor at the client C-Suite level.

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Role Purpose

Strategic Advisory Excellence: Act as trusted advisor to strategic clients on cybersecurity, risk and IT maturity, while identifying and securing high-margin, recurring advisory service revenue streams within the strategic client portfolio.

Business Alignment: Translate client business goals (e.g., expansion, M&A) into prioritized, billable risk mitigation programs that link Optimity/Vorboss capabilities with client business objectives.

Executive Sponsorship: Serve as the Executive Sponsor for Cyber Risk across the portfolio, ensuring client satisfaction, retention, and growth through risk reduction and resilience.

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Core Strategic Objectives

The success of this role will be measured by its contribution to the following commercially-focused goals:

Increase Advisory Revenue Achieve £X00k in annual billable strategic cyber advisory revenue from the Key Accounts portfolio.
Improve Client Stickiness Reduce churn and increase the tenure of strategic clients by integrating high-value, bespoke security and risk services.
Elevate Client Relationship Establish formal advisory relationships with the client's CEO/CFO/Risk Committee, shifting the relationship from IT to Business Risk.
De-Risk Vorboss's Growth Ensure all client proposals adhere to a strong risk framework, protecting Vorboss from downstream liability for poor security design.

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Core Responsibilities & Deliverables

A. Client Strategy & Advisory (The High-Value Work)

Strategic Planning

Lead the design and presentation of multi-year Cyber Strategy Roadmaps for each key client, aligning their security investment with their business objectives and regulatory obligations.

Risk Governance

Conduct high-level Cyber Risk Assessments and establish Governance, Risk, and Compliance (GRC) frameworks for clients, focusing on regulatory adherence (e.g., GDPR, NIS2, DORA).

Executive Reporting

Serve as the strategic liaison between the client's C-Suite and the Vorboss technical team, translating complex cyber risks into clear business language and reporting on a quarterly basis.

B. Commercial Leadership & Solution Development

Strategic Account Growth

Partner with the Key Account Directors to identify and close opportunities for high-margin, bespoke cyber services (e.g., vCISO retainers, compliance audits, strategic advisory workshops).

Service Design

Define and package new premium cyber risk and strategy advisory services that complement the core managed services offering.

Proposal Leadership

Lead the technical and strategic content for all major client proposals and pitches involving security, ensuring the proposed solution addresses the client's ultimate business risks.

C. Internal Alignment & Enablement

Security Partnership

Act as the external counterpart to the internal Head of Security and Compliance, ensuring the external service offerings reflect the best practices of Vorboss's internal security posture.

Sales Enablement

Train and equip the account management team to identify and qualify opportunities for strategic cyber and risk discussions, thereby feeding the pipeline for this role.

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Ways of Working

Decision-Making Authority

Authority to define and approve strategic client Cyber/Risk roadmaps, service commercials, and critical issue escalation paths.

Commercial Collaboration

Lead Go-to-Market strategy for high-value cyber services, training Commercial Ops teams on pipeline identification. Close alignment with Commercial Ops, Delivery, Technology & Cyber teams.

Executive Engagement

Visible with clients' senior stakeholders (CIO, CFO, Board) to establish and maintain C-Suite level advisory relationships.

Working Pattern

Hybrid with defined client-facing time; proactive communication with Jason/leadership.

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Role Focus and Boundaries

Strategic Focus

Focus Area: Strategic business-level risk (Regulatory, Financial, Reputational).

Non-Focus Area: Commodity hardware sales (CCTV, AV, basic networking).

Rationale: The time of the "Head of Strategic Client Cybersecurity & Risk" is too valuable and specialized to be spent on low-margin hardware sales. That function is best delegated to technical sales specialists or a separate product line managed by the CCO's core team. My focus must remain on generating high-margin advisory revenue and securing the client relationship at the executive level.

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Success Measures

0-100 Days First Milestones

Executive-level introductions (CEO/CFO/Risk Committee) completed across strategic portfolio, establishing personal advisory relationship
High-level Cyber Strategy & Advisory Pipeline identified and documented for first 12 months
Quick wins delivered: mitigating urgent risks and identifying maturity gaps to demonstrate immediate impact

6-12 Months Measurable Impact

X% improvement in client satisfaction and Net Promoter Score (NPS)
Demonstrable uplift in client risk score/maturity score (using an agreed framework) in all strategic accounts
Zero strategic client churn attributed to dissatisfaction with security/risk advisory or performance

18+ Months Strategic Position

Recognised by clients as trusted cyber/risk partner to their executive team
Achieve £X recurring annual revenue (ARR) in bespoke advisory/vCISO retainers, protecting the value of core contracts
Optimity/Vorboss positioned as "strategic cyber partner," not just a supplier

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Resources & Support

Team Access: Access to cyber subject matter experts (SMEs), risk specialists, and delivery managers to ensure comprehensive client support and technical credibility.

Strategic Authority: Authority to shape client cyber strategies, resilience roadmaps, and service commercials to drive both strategic direction and commercial outcomes.

Governance: Structured escalation and reporting line providing clear governance and support for critical decisions and strategic initiatives.

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Career Development

Experience Recognition: Recognition of prior CIO leadership experience as essential for status and confidence in the role.

Growth Path: Defined development pathway to a Chief Risk Officer (CRO) or equivalent Partner/C-Suite role within the wider Vorboss Group, including Board-level input and cross-sector cyber strategy responsibilities.

Strategic Rationale

Commercial Focus: This framework directly addresses CCO priorities including revenue generation, churn prevention, and competitive advantage. By securing high-margin, recurring advisory service revenue, the role justifies its executive status as a smart commercial investment.

Strategic Language: The use of terms such as Executive Sponsor, Go-to-Market strategy, and risk score/maturity score positions this role beyond traditional account management and establishes it as a senior strategic function.

Clarity on Status: Reinforcing executive authority and high-level engagement protects the role from being drawn into low-level operational tasks, ensuring focus on strategic client relationships and commercial outcomes that drive organizational growth.