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.
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