Role Overview We are looking for a results-driven Cybersecurity Sales Manager to lead client acquisition and revenue growth across India and the APAC region. The ideal candidate brings deep knowledge of the Indian cybersecurity regulatory landscape, hands-on experience with multi-vendor security portfolios, and strong relationships with CISOs, IT Heads, and procurement decision-makers across regulated industries. This is a hunter-plus-farmer role demanding both strategic thinking and on-ground execution. Key Responsibilities Client Acquisition & Solution Selling India-Vertical Expertise ▸ Own the full sales cycle — prospecting, discovery, proposal, negotiation, and closure — across assigned territory and verticals. ▸ Conduct structured discovery sessions with CISOs, IT Directors, Risk Officers, and Procurement Heads to assess security gaps, compliance obligations, and budgets. ▸ Map client requirements to our multi-vendor portfolio: NGFW, EDR/XDR, SIEM/SOAR, Cloud Security, IAM/PAM, Vulnerability Management, DLP, Email Security, Incident Response, and Managed Security Services. ▸ Coordinate with pre-sales engineers for PoCs, demos, and technical presentations. ▸ BFSI & NBFCs: Navigate RBI IT Framework, SEBI CSCRF, and IDRBT guidelines; address CBS security, UPI fraud prevention, and mobile banking threats. ▸ Government & PSUs: Manage GeM/CPPP tender cycles; align with MeitY, CERT-In, and NIC security mandates; support NCIIPC compliance for critical infrastructure. ▸ Hospitals & Healthcare: Address DISHA Act data protection obligations, ransomware resilience for HIMS/EMR systems, and medical device security. ▸ Educational Institutions: Engage on student data privacy (DPDP Act 2023 compliance), network segmentation, and campus cybersecurity awareness.▸ Manufacturing & Enterprise IT: Address OT/ICS security, Zero Trust adoption, and ISO 27001 / ISMS audit readiness. ▸ Critical Infrastructure: Engage power, telecom, and transport operators on NCIIPC compliance, SCADA/ICS protection, and operational resilience frameworks. OEM & Partner Management ▸ Maintain active relationships with OEM Account Managers at Palo Alto, Fortinet, CrowdStrike, Sophos, Trend Micro, ManageEngine, and other key vendors. ▸ Register and protect deals via OEM portals; negotiate special pricing and back-end margins. ▸ Design and launch a structured Channel Partner Programme spanning the complete cybersecurity industry — covering resellers, SIs, MSSPs, and consulting partners — to build a scalable, partner led revenue engine. ▸ Co-sell with channel partners and MSSPs to accelerate deal closures and expand market reach. Proposals, Tenders & Commercial Management ▸ Prepare RFP/RFQ responses, Bill of Quantities, and commercial proposals aligned with STQC, BIS, and government procurement norms. ▸ Respond to state and central government tenders on GeM, CPPP, and state e-procurement portals. ▸ Manage pricing, margin optimisation, and contract reviews in coordination with Finance and Legal teams. Qualifications & Experience Education ▸ B.E. / B.Tech (Computer Science, IT, or Electronics) or MCA — Mandatory. ▸ MBA in Marketing / Business Management — Preferred. Experience ▸ 12–14 years total B2B sales experience in IT / Tech software products; with 5–8 years in direct cybersecurity product/solution sales in India. ▸ Demonstrated track record of managing ₹5 Cr+ annual targets with consistent quota attainment. ▸ Proven experience selling across at least 3 of these verticals: BFSI, Government, Healthcare, Education, or Enterprise IT. ▸ Prior exposure to multi-vendor / multi-OEM portfolio selling — mandatory. India-Relevant Certifications (Preferred) ▸ DSCI Certified Privacy Lead Assessor (CPLA) — Data Security Council of India. ▸ CERT-In Empanelled Auditor background or familiarity with CERT-In IS Audit framework — highly valued. ▸ EC-Council C|EH (Certified Ethical Hacker) or C|CISO — widely recognised in Indian govt. and BFSI procurement. ▸ CISA (Certified Information Systems Auditor) — relevant for BFSI and regulatory-driven deals. ▸ ISO/IEC 27001:2022 Lead Implementer or Lead Auditor — critical for enterprise and government pitches. ▸ GDPR / DPDP Act 2023 Practitioner — for data privacy-led solution sales. ▸ OEM Sales Certifications: Palo Alto PSE, Fortinet NSE 4+, Sophos Sales Professional, ManageEngine Certified Partner, or equivalent. ▸ ITIL v4 Foundation — for managed services and MSSP-aligned solution selling. Key Skills & Competencies ▸ Consultative selling with ability to engage both C-suite and ground-level IT champions. ▸ Strong understanding of Indian cybersecurity regulations: CERT-In Directions 2022, DPDP Act 2023, RBI IT Framework, SEBI CSCRF, IT Act 2000 (amended). ▸ Ability to read and respond to government tenders — GeM, CPPP, and state e-procurement portals. ▸ Strong pipeline discipline with experience in forecasting, CRM hygiene, and structured sales methodologies (MEDDIC, Challenger Sale, or SPIN Selling preferred). ▸ Ability to negotiate and close at C-suite and Board level while simultaneously managing ground level IT champions. ▸ Fluency in English and Hindi; regional language proficiency (Marathi, Tamil, Kannada, Telugu, Bengali) is an advantage. ▸ Strong network of CISOs, IT Heads, and procurement authorities across target verticals. Performance KPIs KPI Target Annual Revenue Target ₹8 Cr – ₹18 Cr (basis territory & seniority) Pipeline Coverage Minimum 3× of quarterly quota at all times New Logo Acquisition 6–10 new logos per year Deal Win Rate ≥ 35% on qualified opportunities CRM Hygiene 100% weekly updates; forecast accuracy ≥ 85% Customer Retention ≥ 90% annual renewal rate on existing accounts What We Offer ▸ Competitive CTC with uncapped performance incentives on gross margin. ▸ Access to 10+ global cybersecurity brand portfolio (and evolving) with full pre-sales and technical support. ▸ OEM Product training and annual conference participation (DSCI Excellence Awards, NASSCOM, Gartner India, etc.). ▸ Fast-track growth path to Regional Sales Head / Director – Sales within 12–24 months for high performers.