Country Manager - India

Responsibilities

Sales Strategy & Business Growth

• Develop and execute the India go-to-market strategy to achieve revenue targets.
• Identify and prioritize growth verticals, including government, defense, critical infrastructure, financial services, manufacturing, utilities, and energy.
• Drive adoption of IT/OT cybersecurity solutions through consultative, value-based, and solution-led selling.
• Build executive relationships with enterprise, government, and strategic customers.
• Use market intelligence and competitive insights to strengthen market positioning.

Team Leadership & Organizational Development

• Build, lead, and mentor a high-performing India go-to-market organization across Sales, Sales Engineering, Channel, and related functions.
• Foster a collaborative, high-trust culture focused on accountability, teamwork, and customer success.
• Scale the organization through coaching, delegation, talent development, and leadership enablement.
• Establish operational cadence, forecasting discipline, and performance-management processes.
• Recruit, retain, and develop cybersecurity talent in partnership with HR and leadership.

Customer & Partner Engagement

• Develop relationships with regional distributors, system integrators, technology partners, and consulting firms.
• Advise customers and partners on complex IT/OT cybersecurity challenges.
• Represent the company at industry events, executive forums, and cybersecurity conferences across India.
• Strengthen strategic presence across government, defense, and critical infrastructure ecosystems.

Revenue Growth & Forecasting

• Drive pipeline development, deal progression, and execution across enterprise and public-sector opportunities.
• Maintain accurate forecasting and sales-management discipline using Salesforce, Clari, and MEDDPICC methodologies.
• Ensure high-quality opportunity inspection, customer engagement, and execution consistency.
• Deliver business reviews, market insights, and strategic recommendations to executive leadership.

Cross-Functional Leadership

• Partner with Product, Engineering, Support, Customer Success, Marketing, and Global Sales leadership.
• Align India execution with regional and global objectives.
• Collaborate with Marketing on regional campaigns, executive engagement, and thought leadership.
• Provide market feedback to Product and Engineering teams.

Requirements

• Minimum 10 years of cybersecurity, IT, or OT sales experience, including at least 5 years in senior leadership roles within India.
• Proven success building and scaling high-performing go-to-market teams in enterprise and public-sector markets.
• Track record of driving multimillion-dollar cybersecurity business growth across India.
• Experience managing complex enterprise and government sales cycles, including strategic and critical infrastructure customers.
• Strong understanding of IT/OT cybersecurity, zero trust, data security, endpoint security, and secure file transfer technologies.
• Experience operating in highly matrixed, fast-growing global organizations.
• Collaborative leadership style with strong coaching and people-development capabilities.
• Strong executive communication, negotiation, and presentation skills.
• Strategic thinking with strong commercial and analytical capability.
• Customer-centric mindset and enthusiasm for solving complex cybersecurity challenges.
• Willingness to travel extensively across India.

Nice-to-Haves

• Established relationships across government, defense, enterprise, and critical infrastructure sectors in India.
• Experience in high-growth or pre-IPO technology organizations.
• Strong understanding of India’s cybersecurity market dynamics, procurement models, and regulatory landscape.
• MBA or advanced business qualification preferred.

Compensation & Benefits

• Opportunity to build and scale a strategically important market.
• Lead a high-performing cybersecurity organization.
• Work with global industry leaders and technology teams.
• Contribute to protecting critical infrastructure and national resilience.