Department Framework

Strategic Clients - Cybersecurity & Risk

Enhanced Success Framework

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Team Purpose

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

Translate client business goals (such as expansion and M&A activities) into prioritised, billable risk mitigation programs, linking Optimity/Vorboss capabilities directly with client business objectives.

Serve as executive sponsors for Cyber Maturity across the portfolio, ensuring client satisfaction, retention, and growth through risk reduction and resilience.

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Ways of Working

Decision-Making

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

Collaboration

Lead Go-to-Market strategy for high-value cyber services and train Commercial Ops teams on pipeline identification to drive revenue growth.

Engagement

High visibility with clients' senior stakeholders - including CIOs, COOs, and other leads - to establish stakeholder-level advisory relationships.

Working Pattern

Hybrid approach with defined client-facing time (scheduled meetings) and proactive communication with leadership team for strategic alignment.

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Success Measures

0-100 Days First Milestones
  • steakholder-level introductions (COO/CFO/CIO) completed across strategic portfolio
  • High-level Cyber Strategy & Advisory Pipeline identified and documented for first 12 months
  • Quick wins delivered: mitigating urgent risks and identifying maturity gaps
6-12 Months Measurable Impact
  • Demonstrable uplift in client risk score/maturity score in all strategic accounts
  • Zero strategic client churn attributed to dissatisfaction with security/risk advisory
  • Documented risk and revenue growth pipeline agreed with strategic accounts
18+ Months Strategic Position
  • Recognised by clients as trusted cyber/risk partner to senior stakeholder & executive teams
  • Achieve defined recurring monthly & annual revenue (MRR/NRR) in bespoke advisory and vCIO & vCISO retainers
  • Optimity/Vorboss positioned as strategic cyber partner rather than just a supplier
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Resources & Support

Access to cyber subject matter experts (SMEs) alongside 40FI operational services, risk specialists, and delivery managers to ensure comprehensive client support and technical credibility.

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

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

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Team Development

Recognition of prior expertise and track-record, ensuring the team carries appropriate status and authority within the organisation.

Development pathway within wider Vorboss Group.

Opportunities for SLT with board-level input and cross-sector cyber strategy development, building broader company-wide capabilities.

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 team justifies the importance Vorboss places on it and as a smart commercial investment.

Strategic Language: The use of terms such as Executive Sponsors, Go-to-Market strategy, and risk score/maturity score positions this team beyond traditional account management / sales and establishes it as a 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 organisational growth.