Head - Sales - IT/Cyber Security

Key Responsibilities:

India Revenue Ownership:

- Own and drive the overall sales target and revenue performance for the India region.

- Take complete accountability for the consolidated sales target of all Regional Sales Managers across India.

- Drive enterprise sales of solutions including N/W Security, and SSO/ Password less Authentication - Identity Security Solutions.

- Develop and execute the India sales strategy in alignment with overall company growth objectives.

- Drive predictable revenue growth through strong pipeline generation, opportunity management, and deal execution.

- Monitor regional performance against targets and take timely corrective actions to address gaps.

- Ensure each RSM has clear territory plans, account priorities, pipeline objectives, and execution plans.

- Drive quarterly and annual business planning for the India sales organization.

Sales Leadership - Team Management:

- Lead, mentor, coach, and develop a team of Regional Sales Managers across India.

- Establish clear performance expectations, sales goals, and key performance indicators for each team member.

- Conduct regular pipeline, forecast, territory, and business reviews with RSMs.

- Support RSMs in developing strategic account plans and winning complex enterprise opportunities.

- Provide leadership and coaching throughout the complete sales cycle, from prospecting through closure.

- Identify performance gaps and implement appropriate coaching and development plans.

- Build a high-performance, accountable, and customer-focused sales culture.

- Participate in hiring, onboarding, and developing future sales talent for the India organization.

Enterprise Sales - Strategic Account Management:

- Personally engage with senior customer stakeholders and decision-makers on strategic opportunities.

- Build and maintain relationships with CXO-level executives, CISOs, CIOs, and other senior cybersecurity leaders.

- Support the team in navigating complex and multi-stakeholder enterprise sales cycles.

- Participate in key customer meetings, executive presentations, negotiations, and deal closures.

- Develop strategies for acquiring new enterprise customers and expanding existing strategic accounts.

- Drive account penetration and expansion opportunities across priority accounts.

Pipeline - Forecast Management:

- Establish strong pipeline generation and coverage across all regions.

- Review pipeline health, deal progression, conversion rates, and potential risks on a regular basis.

- Own the overall India sales forecast and ensure accuracy and predictability.

- Conduct weekly and monthly forecast reviews with the RSM team.

- Identify deal risks early and drive appropriate action plans to improve the probability of closure.

- Ensure effective usage of CRM and sales reporting tools.

- Provide regular business updates, forecasts, and performance reports to senior leadership.

Go-to-Market - Territory Strategy:

- Define and continuously refine the India go-to-market strategy for Microsegmentation, N/W Security, and SSO/ Password less Authentication - Identity Security Solutions across enterprise customers.

- Work with RSMs to develop effective territory and account coverage plans.

- Experience in Channel Management and GTM route for Channel Sales.

- Identify priority industries, target accounts, and strategic market opportunities.

- Develop plans to increase market penetration and strengthen the company's presence across India.

- Analyze market trends, competitive activity, and customer requirements to identify growth opportunities.

- Provide market intelligence and customer insights to internal leadership and Product teams.

Cross-Functional Collaboration:

- Partner closely with Sales Engineering to develop strong technical sales strategies.

- Work with Marketing to drive demand generation and regional pipeline growth.

- Collaborate with Customer Success and Professional Services to ensure successful customer onboarding and expansion.

- Work with Product Management to communicate customer feedback, market requirements, and competitive intelligence.

- Partner with Finance and Operations on revenue planning, forecasting, and sales performance management.

Required Skills - Qualifications:

- 20+ years of progressive enterprise technology - Solution Selling sales experience.

- Experience in solution selling to CISOs, CIOs, CTOs, and other senior technology and security leaders.

- Minimum 8+ years of experience leading and managing enterprise sales teams.

- Demonstrated experience managing Regional Sales Managers or equivalent senior sales professionals.

- Strong track record of consistently achieving or exceeding regional or national sales targets.

- Experience owning a consolidated sales target across multiple territories or regions.

- Experience selling one or more of the following is highly desirable: Zero Trust, Identity and Access Management (IAM), Multi-Factor Authentication (MFA), Password less Authentication, Privileged Access Management (PAM), Endpoint Security, Network Security, or Cloud Security.

- Excellent sales leadership, coaching, and people management skills.

- Strong business planning, forecasting, and pipeline management capabilities.

- Excellent negotiation, communication, and executive presentation skills.

- Ability to operate effectively in a fast-paced and high-growth environment.

- Willingness to travel across India based on business requirements.

- Bachelor's degree in business, Engineering, Technology, or a related field. An MBA is preferred.