Regional Sales Role - Cyber Security/IT Services - West

Job Title: Regional Sales West

Location: Mumbai

Experience: 14-18 Years

Industry Preference: System Integration / IT Services / Cybersecurity / Digital Transformation Services (DTS)

Reporting To: CEO

Role Overview

We are seeking a high-performing Regional Sales West to lead revenue growth across the South India region. The role demands a strategic hunterfarmer profile with strong experience in the System Integration ecosystem, capable of driving new business acquisition while expanding and deepening existing enterprise relationships. The incumbent will be responsible for scaling the Cybersecurity and DTS portfolio, managing both individual and team sales targets, and building a high-performance regional sales engine.

Key Responsibilities

1. Revenue & Business Growth

- Own and drive regional revenue targets (individual + team).

- Develop and execute a strategic GTM plan for South India.

- Identify, qualify, and close large enterprise deals in Cybersecurity and DTS.

- Drive multi-year, annuity-based engagements.

2. Hunting (New Logo Acquisition)

- Lead new business development across enterprise, mid-market, and strategic accounts.

- Build CXO-level relationships and position integrated SI-led solutions.

- Identify large RFP/RFI opportunities and lead bid strategy.

3. Farming (Account Growth)

- Expand wallet share within existing accounts.

- Cross-sell and upsell Cybersecurity, Infrastructure, Cloud, Managed Services, and DTS offerings.

- Ensure long-term account retention and customer satisfaction.

4. Team Leadership

- Lead, mentor, and scale a regional sales team.

- Set KPIs, monitor pipeline hygiene, and ensure forecast accuracy.

- Drive performance culture with clear revenue accountability.

5. Strategic Partnerships & Alliances

- Collaborate with OEMs and technology partners.

- Drive joint go-to-market initiatives.

- Strengthen partner ecosystem in the South region.

6. Governance & Reporting

- Maintain strong pipeline visibility and revenue predictability.

- Ensure margin discipline and deal governance.

- Provide regional insights on market trends and competition.

Candidate Profile

- 14-18 years of B2B enterprise sales experience in System Integration / IT Services.

- Proven track record of handling regional P&L or large revenue portfolios.

- Strong exposure to Cybersecurity, Infrastructure, Cloud, or DTS solutions.

- Demonstrated success in both hunting and farming roles.

- Experience managing sales teams with individual and collective targets.

- Strong CXO connect across Enterprise / BFSI / Manufacturing / IT / Healthcare sectors (South India exposure preferred).

- Strong negotiation, solution-selling, and consultative selling capabilities.

Key Competencies

- Strategic Thinking & Execution

- Enterprise Sales Acumen

- Pipeline & Forecast Management

- Stakeholder Influence

- Commercial & Margin Management

- Team Leadership & Coaching

Performance Metrics

- Regional Revenue Achievement (Individual + Team)

- New Logo Acquisition

- Account Growth & Wallet Share

- Gross Margin Contribution

- Pipeline Coverage Ratio

- Forecast Accuracy