Regional Sales Manager
OPSWAT
- Experience
- 7+ years
- enterprise technology sales
- cybersecurity solutions
- critical infrastructure security
- compliance
- network security
- file security
- C-level engagement
- complex deal orchestration
About the role
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. Define and execute a North India GTM strategy aligned to OPSWAT’s focus on critical infrastructure and compliance-driven security. Expand footprint within key accounts through cross-sell and platform adoption. Build trusted advisor relationships with CIOs, CISOs, and CXOs. Orchestrate complex enterprise deals and scale partner-led growth.
What you’ll do
- 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, especially in industries (BFSI, Industrial and others)
- Define and execute a North 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
- Build trusted advisor relationships with CIOs, CISOs, and CXOs
What we’re looking for
Must have
- enterprise technology sales
- cybersecurity solutions
- critical infrastructure security
- compliance
- network security
- file security
What makes this role challenging
- Building a predictable pipeline from scratch in a nascent market for critical infrastructure cybersecurity
- Orchestrating complex, multi-stakeholder enterprise deals with long sales cycles in BFSI and industrial sectors
- Articulating differentiated value for niche products like data sanitization (CDR) and OT security to risk-averse buyers
- Balancing a hunter mindset with the need for deep consultative selling and trusted advisor relationships at the C-level
- Achieving 3–5x pipeline coverage while navigating compliance-driven procurement processes
What success looks like
- First 30 days
- Complete onboarding on OPSWAT’s product suite, understand the North India territory plan, and begin engaging existing accounts and partners.
- By 90 days
- Build a qualified pipeline with 3x coverage, establish executive relationships at 3–5 key target accounts, and close first deals.
- First year
- Achieve annual revenue quota, expand footprint in at least two major enterprise accounts through cross-sell, and establish a self-sustaining partner-led pipeline.
Tech stack
- MetaDefender Platform
- Deep CDR (Content Disarm & Reconstructi…
- Metascan Multiscanning (30+ anti-malwar…
- Predictive Alin AI (ML engine)
- MetaDefender Aether (AI-native decision…
- Adaptive Sandbox Analysis
- Threat Intelligence (50B+ artifacts)
- Data Diode / Unidirectional Gateway
- Salesforce CRM
- ISO 9001:2015
- ISO/IEC 27001:2013
- SOC 2
About OPSWAT
OPSWAT is a cybersecurity company founded in 2002 that specializes in critical infrastructure protection (CIP) across IT, OT, and ICS environments. Its AI-powered MetaDefender Platform secures files, devices, and data transfers using Deep CDR technology, Metascan multiscanning with 30+ anti-malware engines, and adaptive sandbox analysis. Trusted by 1,700+ organizations globally — including 98% of U.S. nuclear power facilities — OPSWAT operates under a 'Trust no file. Trust no device.' philosophy.
Cybersecurity / Critical Infrastructure Protection · 1,000+ employees
About the job
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 business in North Enterprise accounts with full accountability for revenue growth and strategic expansion.
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 be 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, especially in industries (BFSI, Industrial and others)
Strategic GTM & Market Expansion
Define and execute a Nortth 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
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
What we Need from you
7+ 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
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 based in New Delhi.
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.
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About the company
Opswat
133,239 followers
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Computer and Network Security
- 501-1000 employees
- 1,185 on LinkedIn
OPSWAT protects critical infrastructure. Our goal is to eliminate malware and zero-day attacks. We believe that every file and every device pose a threat. Threats must be addressed at all locations at all times—at entry, at exit, and at rest. Our products focus on threat prevention and process creation for secure data transfer and safe device access. The result is productive systems that minimize risk of compromise. That’s why 98% of U.S. nuclear power facilities trust OPSWAT for cybersecurity and compliance.