The Role
The Regional Sales Manager will develop and execute regional sales strategies, manage a sales team, build strategic enterprise client relationships, oversee pipeline and forecasts, achieve revenue targets, and drive upsell and cross-sell growth. The role also involves CRM and sales process optimization, market and competitive analysis, cross-functional collaboration, event participation, and performance reporting. Candidates need extensive B2B technology or cybersecurity sales experience, IAM expertise, leadership ability, and strong negotiation and analytical skills.
Summary Generated by Built In
Regional Sales Manager
Position:
Regional Sales Manager
Location: Mumbai & Bangalore
Reports to: Director - Sales
About ENH iSecure
ENH iSecure is a premier cybersecurity company in India, specializing exclusively in Identity and Access Management (IAM) solutions. As resellers and professional services partners for globally recognized solutions like SailPoint, Okta, CyberArk, ProofPoint, and Silverfort, we empower enterprises to secure their digital assets and manage identities effectively. Our clients rely on us for advanced, customized IAM solutions and expert guidance.
Role Summary
The Regional Sales Manager (RSM) will be responsible for developing and executing the sales strategy for their assigned region, managing a sales team, building key client relationships, and ensuring ENH iSecure meets or exceeds its revenue goals. This role demands a seasoned sales leader with deep expertise in technology sales, a strong understanding of IAM, and a proven track record of exceeding sales targets in a competitive market.
The ideal candidate will be a strategic thinker with excellent communication skills, a data-driven approach to decision-making, and the ability to inspire and lead a team.
Key Responsibilities
1. Sales Strategy Development and Execution
• Develop and implement a regional sales strategy aligned with ENH iSecure’s national goals, focusing on key industries such as finance, healthcare, technology, and government.
• Identify new business opportunities, key target accounts, and strategic prospects within the region.
• Set clear revenue and performance targets for the region and take proactive steps to achieve or exceed those goals.
2. Key Account Management
• Personally manage relationships with high-value clients, serving as the primary point of contact and building strong, trust-based partnerships.
• Conduct in-depth account planning to understand client needs, pain points, and potential for upsell/cross-sell opportunities.
• Act as a liaison between the client and ENH iSecure’s technical, support, and service teams to ensure client satisfaction and prompt issue resolution.
3. Pipeline and Forecast Management
• Oversee the regional sales pipeline, ensuring that it is strong and balanced to achieve revenue targets.
• Monitor and analyze pipeline health, conversion rates, and deal progression; provide accurate sales forecasts and performance reports to the National Sales Director.
• Implement tools and best practices for pipeline management, ensuring sales reps effectively qualify and prioritize opportunities.
4. Collaboration with Cross-Functional Teams
• Work closely with marketing to develop region-specific campaigns, content, and events that support lead generation and brand awareness.
• Partner with the product and technical teams to ensure that sales pitches are accurate, relevant, and aligned with ENH iSecure’s capabilities.
• Provide feedback to the leadership team on product trends, client demands, and market dynamics that may impact sales strategies.
5. Market Research and Competitive Analysis
• Conduct regular research on IAM industry trends, competitor activities, and regulatory changes within the region to stay ahead of market shifts.
• Identify gaps in ENH iSecure’s offerings and areas for growth; develop strategies to position ENH iSecure as a preferred provider in the IAM market.
6. Revenue and Growth Management
• Meet or exceed quarterly and annual sales targets, both for product sales and professional services.
• Drive revenue growth by identifying and capturing upsell and cross-sell opportunities within existing accounts.
• Develop a structured approach for managing and growing recurring revenue and customer retention rates.
7. Sales Process Optimization
• Implement and optimize sales processes within the region to improve efficiency, consistency, and effectiveness.
• Utilize CRM and other sales tools to streamline workflow, track customer interactions, and measure performance.
• Ensure adherence to sales protocols, from lead qualification through contract negotiation and closing.
8. Event Participation and Networking
• Represent ENH iSecure at industry events, conferences, and webinars, enhancing the company’s visibility and building professional networks.
• Plan and host regional client roundtables, seminars, or webinars to drive brand awareness and engage prospective clients.
9. Reporting and Performance Analysis
• Track and analyze key performance metrics (KPIs) related to revenue, pipeline, win rates, and productivity.
• Generate detailed reports for senior management, highlighting key insights, growth areas, and recommended actions.
• Adjust sales strategy based on performance data and feedback from team members and clients.
Location: Mumbai & Bangalore
Reports to: Director - Sales
About ENH iSecure
ENH iSecure is a premier cybersecurity company in India, specializing exclusively in Identity and Access Management (IAM) solutions. As resellers and professional services partners for globally recognized solutions like SailPoint, Okta, CyberArk, ProofPoint, and Silverfort, we empower enterprises to secure their digital assets and manage identities effectively. Our clients rely on us for advanced, customized IAM solutions and expert guidance.
Role Summary
The Regional Sales Manager (RSM) will be responsible for developing and executing the sales strategy for their assigned region, managing a sales team, building key client relationships, and ensuring ENH iSecure meets or exceeds its revenue goals. This role demands a seasoned sales leader with deep expertise in technology sales, a strong understanding of IAM, and a proven track record of exceeding sales targets in a competitive market.
The ideal candidate will be a strategic thinker with excellent communication skills, a data-driven approach to decision-making, and the ability to inspire and lead a team.
Key Responsibilities
1. Sales Strategy Development and Execution
• Develop and implement a regional sales strategy aligned with ENH iSecure’s national goals, focusing on key industries such as finance, healthcare, technology, and government.
• Identify new business opportunities, key target accounts, and strategic prospects within the region.
• Set clear revenue and performance targets for the region and take proactive steps to achieve or exceed those goals.
2. Key Account Management
• Personally manage relationships with high-value clients, serving as the primary point of contact and building strong, trust-based partnerships.
• Conduct in-depth account planning to understand client needs, pain points, and potential for upsell/cross-sell opportunities.
• Act as a liaison between the client and ENH iSecure’s technical, support, and service teams to ensure client satisfaction and prompt issue resolution.
3. Pipeline and Forecast Management
• Oversee the regional sales pipeline, ensuring that it is strong and balanced to achieve revenue targets.
• Monitor and analyze pipeline health, conversion rates, and deal progression; provide accurate sales forecasts and performance reports to the National Sales Director.
• Implement tools and best practices for pipeline management, ensuring sales reps effectively qualify and prioritize opportunities.
4. Collaboration with Cross-Functional Teams
• Work closely with marketing to develop region-specific campaigns, content, and events that support lead generation and brand awareness.
• Partner with the product and technical teams to ensure that sales pitches are accurate, relevant, and aligned with ENH iSecure’s capabilities.
• Provide feedback to the leadership team on product trends, client demands, and market dynamics that may impact sales strategies.
5. Market Research and Competitive Analysis
• Conduct regular research on IAM industry trends, competitor activities, and regulatory changes within the region to stay ahead of market shifts.
• Identify gaps in ENH iSecure’s offerings and areas for growth; develop strategies to position ENH iSecure as a preferred provider in the IAM market.
6. Revenue and Growth Management
• Meet or exceed quarterly and annual sales targets, both for product sales and professional services.
• Drive revenue growth by identifying and capturing upsell and cross-sell opportunities within existing accounts.
• Develop a structured approach for managing and growing recurring revenue and customer retention rates.
7. Sales Process Optimization
• Implement and optimize sales processes within the region to improve efficiency, consistency, and effectiveness.
• Utilize CRM and other sales tools to streamline workflow, track customer interactions, and measure performance.
• Ensure adherence to sales protocols, from lead qualification through contract negotiation and closing.
8. Event Participation and Networking
• Represent ENH iSecure at industry events, conferences, and webinars, enhancing the company’s visibility and building professional networks.
• Plan and host regional client roundtables, seminars, or webinars to drive brand awareness and engage prospective clients.
9. Reporting and Performance Analysis
• Track and analyze key performance metrics (KPIs) related to revenue, pipeline, win rates, and productivity.
• Generate detailed reports for senior management, highlighting key insights, growth areas, and recommended actions.
• Adjust sales strategy based on performance data and feedback from team members and clients.
Requirements
Required Skills and
Qualifications
• Experience:
• 8+ years of B2B sales experience, with a minimum of 4 years in a regional or senior sales role within technology or cybersecurity sectors.
• Proven success in selling IAM solutions or related cybersecurity technologies (SailPoint, Okta, CyberArk, etc.) is highly preferred.
• Knowledge:
• Strong understanding of IAM and cybersecurity concepts, challenges, and regulatory compliance needs, especially within India.
• Knowledge of sales processes, pipeline management, and strategic account planning, with experience using CRM tools like Salesforce or HubSpot.
• Skills:
• Exceptional leadership skills, able to inspire, coach, and drive a high-performing sales team.
• Excellent communication, negotiation, and presentation skills, with the ability to tailor messaging to C-level and technical audiences alike.
• Analytical and data-driven mindset, skilled in identifying trends, analyzing performance metrics, and adjusting strategy accordingly.
• Attributes:
• Results-oriented, with a strong drive to achieve and exceed sales targets.
• Self-motivated, with a proactive approach to identifying and capitalizing on new business opportunities.
• Collaborative and adaptable, with the ability to work effectively across departments and with various stakeholders.
Preferred Qualifications
• Bachelor’s degree in Business, Marketing, or related field (MBA preferred).
• Experience managing complex sales cycles within enterprise and large accounts.
• Certifications in sales, cybersecurity, or IAM
• Experience:
• 8+ years of B2B sales experience, with a minimum of 4 years in a regional or senior sales role within technology or cybersecurity sectors.
• Proven success in selling IAM solutions or related cybersecurity technologies (SailPoint, Okta, CyberArk, etc.) is highly preferred.
• Knowledge:
• Strong understanding of IAM and cybersecurity concepts, challenges, and regulatory compliance needs, especially within India.
• Knowledge of sales processes, pipeline management, and strategic account planning, with experience using CRM tools like Salesforce or HubSpot.
• Skills:
• Exceptional leadership skills, able to inspire, coach, and drive a high-performing sales team.
• Excellent communication, negotiation, and presentation skills, with the ability to tailor messaging to C-level and technical audiences alike.
• Analytical and data-driven mindset, skilled in identifying trends, analyzing performance metrics, and adjusting strategy accordingly.
• Attributes:
• Results-oriented, with a strong drive to achieve and exceed sales targets.
• Self-motivated, with a proactive approach to identifying and capitalizing on new business opportunities.
• Collaborative and adaptable, with the ability to work effectively across departments and with various stakeholders.
Preferred Qualifications
• Bachelor’s degree in Business, Marketing, or related field (MBA preferred).
• Experience managing complex sales cycles within enterprise and large accounts.
• Certifications in sales, cybersecurity, or IAM
Benefits
What ENH iSecure
Offers
• Career Advancement: A growth-oriented role with opportunities for career development and industry certifications.
• Compensation: Competitive salary package, including base pay and performance-based incentives.
• Culture: An innovative, team-focused environment where you can impact the cybersecurity landscape.
• Benefits: Health benefits, paid time off, and flexible work options.
• Career Advancement: A growth-oriented role with opportunities for career development and industry certifications.
• Compensation: Competitive salary package, including base pay and performance-based incentives.
• Culture: An innovative, team-focused environment where you can impact the cybersecurity landscape.
• Benefits: Health benefits, paid time off, and flexible work options.
Skills Required
- 8+ years of B2B sales experience
- At least 4 years in a regional or senior sales role within technology or cybersecurity
- Proven success selling IAM solutions or related cybersecurity technologies
- Strong understanding of IAM and cybersecurity concepts, challenges, and regulatory compliance needs in India
- Knowledge of sales processes, pipeline management, and strategic account planning
- Experience using CRM tools such as Salesforce or HubSpot
- Exceptional leadership skills, including coaching and motivating sales teams
- Excellent communication, negotiation, and presentation skills
- Ability to tailor messaging to C-level and technical audiences
- Analytical and data-driven approach to performance analysis and strategy adjustment
- Results-oriented approach with a record of meeting or exceeding sales targets
- Self-motivated and proactive approach to business development
- Collaborative and adaptable stakeholder-management skills
- Bachelor's degree in Business, Marketing, or a related field
- MBA
- Experience managing complex sales cycles within enterprise and large accounts
- Certifications in sales, cybersecurity, or IAM
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The Company
What We Do
ENH iSecure is a cybersecurity consulting and solution-deployment company established by information-security experts. It focuses on identity-based security and human identity risks, delivering solutions across BFSI, telecom, healthcare, utilities, and other sectors. Its expertise includes identity security, privileged identity management, access management, email and cloud security, endpoint privilege security, and GRC/SIEM services for enterprise clients, from risk assessment through implementation.
