Regional Sales Lead (IAM - West & South India)

We are looking for a driven, self-motivated Sales Manager to own and grow the company's IAM commercial footprint across West and South India — covering key markets including Mumbai, Pune, Ahmedabad, Bengaluru, Hyderabad, Chennai, and surrounding regions. This is an individual contributor (IC) role with end-to-end ownership of the sales cycle, from prospecting and pipeline development through to deal closure and account expansion. The ideal candidate brings deep experience selling enterprise software or cybersecurity solutions and has established relationships with CISOs, IT Directors, and procurement leaders across the region. Key Responsibilities Sales & Revenue Generation - Own and exceed annual and quarterly revenue targets for the West and South India territory. - Develop and execute a territory sales plan aligned to the company's IAM's go-to-market strategy. - Manage the full sales cycle independently — from lead generation and qualification through to proposal, negotiation, and contract close. - Drive new logo acquisition while growing revenue from existing accounts through upsell and cross-sell of additional platform modules. Pipeline & Account Management - Build and maintain a healthy, qualified pipeline of 3–4x coverage against quota at all times. - Maintain accurate and up-to-date forecasting, pipeline data, and activity logs in the CRM system. - Conduct regular business reviews with key accounts to ensure customer satisfaction and identify expansion opportunities. - Identify, onboard, and co-sell with regional channel partners, system integrators, and value-added resellers (VARs) where applicable. Market Development - Proactively identify and engage target accounts across BFSI, IT/ITeS, healthcare, manufacturing, telecom, and government sectors. - Represent at industry events, conferences, and customer roundtables across the region. - Gather and relay competitive and market intelligence to the product and marketing teams. - Collaborate with pre-sales engineers and solution architects to deliver compelling product demonstrations and proof-of-concept (PoC) engagements. Stakeholder Engagement - Build and nurture C-level and senior IT/security relationships — including CISOs, CIOs, IT Directors, and Heads of Compliance — across target accounts. - Work cross-functionally with marketing, pre-sales, delivery, and customer success to ensure a seamless customer experience from evaluation through onboarding. - Act as the primary point of contact and customer advocate for all accounts in the territory. Required Qualifications - 6–12 years of enterprise software or cybersecurity sales experience, with at least last 3 years selling in the Western India territory covering BFSI. - Demonstrated track record of meeting or exceeding revenue quotas in a direct, individual contributor sales role. - Experience selling to mid-enterprise and large enterprise accounts, with large deal sizes. - Strong familiarity with the IAM, cybersecurity, or enterprise IT landscape — including concepts such as identity governance(IGA), SSO, MFA, PIM/PAM, or Zero Trust. - Proven ability to manage complex, multi-stakeholder sales cycles of 3–9 months in duration. - Excellent communication, presentation, and negotiation skills in English and Hindi (Marathi an advantage). - Proficiency with CRM platforms (Salesforce, HubSpot, or equivalent). - Bachelor's degree in Engineering, Computer Science, Business, or a related field. MBA preferred but not mandatory. Preferred Qualifications - Prior experience selling IAM, IGA, PAM, or adjacent cybersecurity products (e.G. DLP, SIEM, PIM/PAM, Zero Trust platforms). - Existing network of CISO, CIO, and IT leadership contacts across Mumbai, Pune, Bengaluru, or Hyderabad. - Familiarity with regulatory compliance frameworks relevant to Indian enterprises — including RBI guidelines, SEBI IT frameworks, DPDP Act 2023, ISO 27001, and SOC 2. - Understanding of channel and partner-led sales motions in the Indian market. What We Offer - Competitive base salary with an uncapped performance-linked variable component. - Travel and expense reimbursement for regional coverage. - Access to world-class IAM product training and industry certifications. - A collaborative, high-performance global culture with a strong APAC growth agenda. - Direct exposure to senior regional and global leadership.