Regional Sales Manager - West India (Mumbai or Kolkata)

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 West Government & Public sectors 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 government & public sectors 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 government & public sectors

Lead large, complex deal cycles

Strategic GTM & Market Expansion

Define and execute a West 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 government & public sectors 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 government & public sectors 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 Mumbai or Kolkata

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.