Regional Sales Manager - West India (Large FSI Accounts)

OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life.

The Position

The Regional Sales Manager will own and drive the Large FSI account in West India, with full accountability for revenue growth, strategic expansion, and ecosystem development.

The position reports to the Sales Leader for India and requires close collaboration with Channel, SDR, and Marketing teams to drive aligned go-to-market execution, build pipeline, and accelerate revenue growth across the region.

This role goes beyond individual contribution—you will act as a regional business leader, responsible for defining and executing a go-to-market strategy aligned with OPSWAT’s global vision around critical infrastructure protection, zero trust, and file-based threat prevention.

Responsibilities include learning OPSWAT technologies, developing and executing strategic account and territory plans, building executive relationships, scaling partner-led growth, and orchestrating complex enterprise deals.

What You Will Be Doing

Revenue Ownership & Business Leadership

• Own and deliver regional revenue targets with strong forecasting discipline and quarterly accountability

• Build and maintain a predictable pipeline (3–5x coverage) across enterprise and government sectors

• Lead large, complex deal cycles, in large FSI accounts.

Strategic GTM & Market Expansion

• Define and execute a South India GTM strategy aligned to OPSWAT’s focus on critical infrastructure and compliance-driven security

• Identify and drive high-value use cases such as secure file transfer, data sanitization (CDR), vulnerability detection, and OT security

• Expand footprint within key accounts through cross-sell and platform adoption

Customer & Executive Engagement

• Build trusted advisor relationships with CIOs, CISOs, and CXOs

• Communicate differentiated value propositions aligned to risk reduction, compliance, and operational resilience

• Articulate ROI/TCO and business outcomes throughout the sales lifecycle

Channel & Ecosystem Development

• Develop and scale a high-performing partner ecosystem (VARs, SIs, Distributors)

• Drive partner enablement, joint account planning, and co-selling motions

• Strengthen alliances to penetrate government and large enterprise segments

Execution Excellence

• Apply solution-oriented, consultative selling with a strong hunter mindset

• Maintain accurate pipeline, account plans, and opportunity tracking in Salesforce

• Forecast revenue with high accuracy and provide visibility to leadership

• Leverage internal resources (Presales, Marketing, Product) effectively to win deals

Cross-Functional Leadership

• Act as the regional leader for OPSWAT, collaborating across presales, marketing, and channel teams

• Provide market intelligence and customer feedback to influence product and GTM strategy

• Mentor and guide extended team members to build a high-performance culture

What We Need From You

• 15+ years of experience in enterprise technology sales, with consistent quota overachievement

• Strong track record selling cybersecurity solutions, ideally in critical infrastructure, compliance, or network/file security domains

• Proven success in driving regional business ownership, not just individual deals

• Experience working with and scaling Channel/SI ecosystems

• Ability to engage and influence C-level executives, articulating both technical and business value

• Demonstrated expertise in complex deal orchestration and multi-stakeholder selling

• Strong understanding of security threats, zero trust principles, and enterprise security architectures

• Highly disciplined in pipeline management and forecasting accuracy

• Self-driven, strategic, and comfortable operating in a fast-paced, evolving environment

• Excellent communication, negotiation, and presentation skills

• Willingness to travel across the region as required

• High integrity and professional conduct.

• Job placement is for Mumbai region only.

OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.

Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.