Regional Sales Manager
- ENH iSecure
- 8 - 12 years
- Bengaluru
- 4 months ago
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Job Description
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 iSecures 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 iSecures 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 iSecures 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 iSecures 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 companys 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.
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
- Bachelors 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
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.
Job Classification
Industry: Emerging Technologies (Cybersecurity)Functional Area / Department: Sales & Business DevelopmentRole Category: Enterprise & B2B SalesRole: Regional Sales Manager (B2B)Employement Type: Full timeContact Details:
Company: ENH iSecureLocation(s): Bengaluru
Keyskills: B2B Sales Software Sales Enterprise Sales Cyber Security Sales Software Solution Sales
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