Regional Manager
Regional Sales Manager<\/span><\/span><\/span><\/b>
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<\/span> <\/span><\/span>Location<\/span><\/span><\/b>: Mumbai & Bangalore<\/span>
<\/span> <\/span><\/span>Reports to<\/span><\/span><\/b>: Director \- Sales<\/span>
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<\/span> <\/span><\/span>About ENH iSecure<\/span><\/span><\/b>
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<\/span> ENH iSecure is a premier cybersecurity company in India, specializing\nexclusively in Identity and Access Management (IAM) solutions. As resellers and\nprofessional services partners for globally recognized solutions like\nSailPoint, Okta, CyberArk, ProofPoint, and Silverfort, we empower enterprises\nto secure their digital assets and manage identities effectively. Our clients\nrely on us for advanced, customized IAM solutions and expert guidance.<\/span>
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<\/span> <\/span><\/span>Role Summary<\/span><\/span><\/b>
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<\/span> The Regional Sales Manager (RSM) will be responsible for developing and\nexecuting the sales strategy for their assigned region, managing a sales team,\nbuilding key client relationships, and ensuring ENH iSecure meets or exceeds\nits revenue goals. This role demands a seasoned sales leader with deep\nexpertise in technology sales, a strong understanding of IAM, and a proven\ntrack record of exceeding sales targets in a competitive market.<\/span>
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<\/span> The ideal candidate will be a strategic thinker with excellent communication\nskills, a data\-driven approach to decision\-making, and the ability to inspire\nand lead a team.<\/span>
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<\/span> <\/span><\/span>Key Responsibilities<\/span><\/span><\/b>
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<\/span> 1. <\/span><\/span>Sales Strategy Development and Execution<\/span><\/span><\/b>
<\/span> \u2022 Develop and implement a regional sales strategy aligned with ENH iSecure\u2019s\nnational goals, focusing on key industries such as finance, healthcare,\ntechnology, and government.<\/span>
<\/span> \u2022 Identify new business opportunities, key target accounts, and strategic\nprospects within the region.<\/span>
<\/span> \u2022 Set clear revenue and performance targets for the region and take proactive\nsteps to achieve or exceed those goals.<\/span>
<\/span> 2. <\/span><\/span>Key Account Management<\/span><\/span><\/b>
<\/span> \u2022 Personally manage relationships with high\-value clients, serving as the\nprimary point of contact and building strong, trust\-based partnerships.<\/span>
<\/span> \u2022 Conduct in\-depth account planning to understand client needs, pain points,\nand potential for upsell/cross\-sell opportunities.<\/span>
<\/span> \u2022 Act as a liaison between the client and ENH iSecure\u2019s technical, support, and\nservice teams to ensure client satisfaction and prompt issue resolution.<\/span>
<\/span> 3. <\/span><\/span>Pipeline and Forecast Management<\/span><\/span><\/b>
<\/span> \u2022 Oversee the regional sales pipeline, ensuring that it is strong and balanced\nto achieve revenue targets.<\/span>
<\/span> \u2022 Monitor and analyze pipeline health, conversion rates, and deal progression;\nprovide accurate sales forecasts and performance reports to the National Sales\nDirector.<\/span>
<\/span> \u2022 Implement tools and best practices for pipeline management, ensuring sales\nreps effectively qualify and prioritize opportunities.<\/span>
<\/span> 4. <\/span><\/span>Collaboration with Cross\-Functional Teams<\/span><\/span><\/b>
<\/span> \u2022 Work closely with marketing to develop region\-specific campaigns, content,\nand events that support lead generation and brand awareness.<\/span>
<\/span> \u2022 Partner with the product and technical teams to ensure that sales pitches are\naccurate, relevant, and aligned with ENH iSecure\u2019s capabilities.<\/span>
<\/span> \u2022 Provide feedback to the leadership team on product trends, client demands,\nand market dynamics that may impact sales strategies.<\/span>
<\/span> 5. <\/span><\/span>Market Research and Competitive Analysis<\/span><\/span><\/b>
<\/span> \u2022 Conduct regular research on IAM industry trends, competitor activities, and\nregulatory changes within the region to stay ahead of market shifts.<\/span>
<\/span> \u2022 Identify gaps in ENH iSecure\u2019s offerings and areas for growth; develop\nstrategies to position ENH iSecure as a preferred provider in the IAM market.<\/span>
<\/span> 6. <\/span><\/span>Revenue and Growth Management<\/span><\/span><\/b>
<\/span> \u2022 Meet or exceed quarterly and annual sales targets, both for product sales and\nprofessional services.<\/span>
<\/span> \u2022 Drive revenue growth by identifying and capturing upsell and cross\-sell\nopportunities within existing accounts.<\/span>
<\/span> \u2022 Develop a structured approach for managing and growing recurring revenue and\ncustomer retention rates.<\/span>
<\/span> 7. <\/span><\/span>Sales Process Optimization<\/span><\/span><\/b>
<\/span> \u2022 Implement and optimize sales processes within the region to improve\nefficiency, consistency, and effectiveness.<\/span>
<\/span> \u2022 Utilize CRM and other sales tools to streamline workflow, track customer\ninteractions, and measure performance.<\/span>
<\/span> \u2022 Ensure adherence to sales protocols, from lead qualification through contract\nnegotiation and closing.<\/span>
<\/span> 8. <\/span><\/span>Event Participation and Networking<\/span><\/span><\/b>
<\/span> \u2022 Represent ENH iSecure at industry events, conferences, and webinars,\nenhancing the company\u2019s visibility and building professional networks.<\/span>
<\/span> \u2022 Plan and host regional client roundtables, seminars, or webinars to drive\nbrand awareness and engage prospective clients.<\/span>
<\/span> 9. <\/span><\/span>Reporting and Performance Analysis<\/span><\/span><\/b>
<\/span> \u2022 Track and analyze key performance metrics (KPIs) related to revenue,\npipeline, win rates, and productivity.<\/span>
<\/span> \u2022 Generate detailed reports for senior management, highlighting key insights,\ngrowth areas, and recommended actions.<\/span>
<\/span> \u2022 Adjust sales strategy based on performance data and feedback from team\nmembers and clients.<\/span><\/span><\/span><\/span>
<\/div><\/span>Requirements<\/h3>
\u2022 <\/span><\/span>Experience<\/span><\/span><\/b>:
\u2022 8+ years of B2B sales experience, with a minimum of 4 years in a regional or\nsenior sales role within technology or cybersecurity sectors.
\u2022 Proven success in selling IAM solutions or related cybersecurity technologies\n(SailPoint, Okta, CyberArk, etc.) is highly preferred.
\u2022 <\/span><\/span>Knowledge<\/span><\/span><\/b>:
\u2022 Strong understanding of IAM and cybersecurity concepts, challenges, and\nregulatory compliance needs, especially within India.
\u2022 Knowledge of sales processes, pipeline management, and strategic account\nplanning, with experience using CRM tools like Salesforce or HubSpot.
\u2022 <\/span><\/span>Skills<\/span><\/span><\/b>:
\u2022 Exceptional leadership skills, able to inspire, coach, and drive a\nhigh\-performing sales team.
\u2022 Excellent communication, negotiation, and presentation skills, with the\nability to tailor messaging to C\-level and technical audiences alike.
\u2022 Analytical and data\-driven mindset, skilled in identifying trends, analyzing\nperformance metrics, and adjusting strategy accordingly.
\u2022 <\/span><\/span>Attributes<\/span><\/span><\/b>:
\u2022 Results\-oriented, with a strong drive to achieve and exceed sales targets.
\u2022 Self\-motivated, with a proactive approach to identifying and capitalizing on\nnew business opportunities.
\u2022 Collaborative and adaptable, with the ability to work effectively across\ndepartments and with various stakeholders.
<\/span><\/span>Preferred Qualifications<\/span><\/span><\/b>
\u2022 Bachelor\u2019s degree in Business, Marketing, or related field (MBA preferred).
\u2022 Experience managing complex sales cycles within enterprise and large\naccounts.
\u2022 Certifications in sales, cybersecurity, or IAM<\/span><\/span><\/span><\/span>
<\/div><\/span>Benefits<\/h3>
\u2022 <\/span><\/span>Career Advancement<\/span><\/span><\/b>: A growth\-oriented role with opportunities for\ncareer development and industry certifications.
\u2022 <\/span><\/span>Compensation<\/span><\/span><\/b>: Competitive salary package, including base pay and\nperformance\-based incentives.
\u2022 <\/span><\/span>Culture<\/span><\/span><\/b>: An innovative, team\-focused environment where you can impact\nthe cybersecurity landscape.
\u2022 <\/span><\/span>Benefits<\/span><\/span><\/b>: Health benefits, paid time off, and flexible work options.<\/span><\/span><\/span><\/span>
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