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Opswat

Country Manager - India

India Full Time

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 Country Manager - India will lead OPSWAT’s sales strategy and execution across the country, driving revenue growth and market expansion for the company’s cutting-edge cybersecurity solutions. This leadership role is responsible for achieving ambitious sales targets, building strategic partnerships, and managing a high-performance sales team in a rapidly evolving cybersecurity landscape. The ideal candidate will possess deep expertise in IT/OT cybersecurity sales, a proven track record of success in the India region, and the ability to navigate complex sales cycles with government, enterprise, and critical infrastructure clients. 
 

What You Will be Doing 

Sales Strategy & Execution 

  • Develop and implement a comprehensive sales strategy for the India region to achieve and exceed revenue targets, aligning with OPSWAT’s global growth objectives. 
  • Identify and prioritize high-potential markets, verticals (e.g., energy, utilities, oil and gas, government, financial services), and customer segments within the India region. 
  • Drive the adoption of OPSWAT’s IT/OT cybersecurity solutions through consultative and solution-based selling. 
  • Leverage market insights and competitive intelligence to position OPSWAT as the preferred cybersecurity provider in the region. 

Team Leadership & Development 

  • Build, lead, and mentor a high-performing sales team across the India region, fostering a culture of accountability, collaboration, and excellence. 
  • Establish clear performance metrics, sales processes, and productivity goals to optimize team performance and ensure consistent achievement of quotas.  
  • Provide coaching and professional development to sales representatives, enhancing their technical knowledge of cybersecurity solutions and sales acumen. 
  • Collaborate with HR to recruit and retain top-tier sales talent to support regional expansion. 

Customer & Partner Engagement 

  • Cultivate and maintain strong relationships with key stakeholders, including C-level executives, government officials, and decision-makers in critical infrastructure sectors. 
  • Build and strengthen strategic partnerships with regional distributors, system integrators, resellers, and technology partners to enhance market reach and solution integration.  
  • Act as a trusted advisor to clients, understanding their unique IT/OT security challenges and tailoring OPSWAT’s solutions to meet their needs. 
  • Represent OPSWAT at industry events, trade shows and conferences to enhance brand visibility and thought leadership in the region.  

Revenue Growth & Pipeline Management 

  • Drive lead generation, opportunity development, and deal closure, utilizing organic and partner-driven strategies. 
  • Maintain a robust sales pipeline, leveraging CRM tools (e.g., Salesforce, Clari) and the MEDDPICC methodology to forecast accurately and manage sales cycles.  
  • Negotiate high-value contracts with enterprise and public sector clients, ensuring alignment with OPSWAT’s pricing and compliance standards. 
  • Monitor and report on sales performance, market trends, and competitive activities to senior leadership. 

Regional Market Expansion 

  • Develop go-to-market strategies for new products and services, collaborating with product management and marketing teams to ensure regional relevance. 
  • Ensure compliance with local regulations, data protection laws, and industry standards (e.g., SOC 2, ISO 27001) in all sales activities.  

Cross-Functional Collaboration 

  • Partner with product management, engineering, and customer success teams to gather customer feedback and drive product enhancements that address regional needs.  
  • Work closely with marketing to develop region-specific campaigns, collateral, and thought leadership content to support sales efforts. 
  • Collaborate with global sales leadership to share best practices and align regional strategies with OPSWAT’s worldwide objectives. 

What We Need From You 

Education 

  • Bachelor’s degree in Business Administration, Marketing, or a related field; MBA or advanced degree preferred.  

Experience 

  • Minimum of 10 years of sales experience in the cybersecurity, IT, or OT technology sector, with at least 5 years in a senior sales leadership role within the India region.  
  • Proven track record of achieving multimillion-dollar sales targets in enterprise and public sector markets, preferably with critical infrastructure clients. 
  • Extensive experience managing complex sales cycles, including government tenders and large-scale enterprise deals. 
  • Prior success in building and leading distributed sales teams across multiple cities in India. 
  • Strong understanding of IT/OT cybersecurity solutions, including zero-trust architectures, data sanitization, endpoint security, and secure file transfer.  
  • Proficiency in CRM platforms (e.g., Salesforce), sales forecasting, and MEDDPIC methodology.  
  • Familiarity with regional cybersecurity regulations and compliance standards. 

Leadership & Soft Skills: 

  • Exceptional leadership and emotional intelligence, with the ability to motivate and inspire diverse teams.  
  • Outstanding communication, negotiation, and presentation skills, with fluency in English. 
  • Strategic thinker with strong analytical skills and the ability to translate market insights into actionable plans. 
  • Customer-centric mindset with a passion for solving complex security challenges. 

Travel 

  • Willingness to travel extensively across the India region (up to 50%) to meet clients, partners, and attend industry events. 

Preferred Qualifications