Regional Sales Manager

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 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.

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

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.