Regional Account Manager - Emerging

Zoomcar; Attibele; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Zoomcar in Attibele, Karnataka, is seeking a Regional Account Manager to drive business growth across whitespace customer accounts. The role involves strong knowledge of cybersecurity solutions, managing customer relationships, and collaborating with channel partners to achieve sales targets.

The successful candidate will leverage their experience in account management and partner ecosystems, ensuring the alignment of business objectives with customer needs in a fast-paced environment.

Qualifications

• 10–12 years of sales/account management experience in Cybersecurity, Networking, or IT security.
• Hands-on experience working with channel partners (distributors, VARs, MSSPs, integrators).
• Strong understanding of cybersecurity domains such as Endpoint protection, firewalls, SASE/ ZTNA, SIEM/SOAR, IAM, etc.

Responsibilities

• Drive business through whitespace mid-market accounts.
• Collaborate with resellers, distributors, MSSPs, and system integrators.
• Conduct product training, workshops, and joint account planning with partners.

Skills

Sales experience in Cybersecurity

Account management

Relationship building

Negotiation

CRM tools knowledge

Education

Bachelor’s degree in Business, Engineering, IT or related field

MBA preferred

Tools

Salesforce

HubSpot

Job description

Position Overview

The Regional Account Manager (RAM) – Emerging Business is responsible for driving business across whitespace customer accounts, adopting cybersecurity solutions, and partnering with channel partners to grow revenue. The role requires strong knowledge of cybersecurity products, partner ecosystems, and enterprise customer needs. The successful candidate will be the primary contact for customers and partners, developing opportunities, closing deals, and expanding market presence.

Key Responsibilities

Account Management

• Drive business through whitespace mid‑market accounts and ensure high satisfaction and retention.
• Bring new logos to the company.
• Cross‑sell / up‑sell a multi‑solution stack to existing and new accounts.
• Leverage tech‑days and fast‑track training sessions to ensure customers fully understand Fortinet solutions.
• Use partners extensively to cross‑sell to existing accounts and penetrate new accounts.
• Identify customer security pain points and position appropriate solutions.
• Conduct regular account reviews, QBRs, and roadmap discussions.
• Collaborate with pre‑sales/SE teams for demos, POCs, and solution designs.

Channel Collaboration

• Work closely with resellers, distributors, MSSPs, and system integrators to drive partner‑led sales.
• Support partners with deal strategy, pricing, proposals, and competitive positioning.
• Ensure channel partners are aligned with product roadmap, promotions, and incentive programs.
• Resolve channel conflicts and ensure smooth deal registration.

Sales & Revenue Growth

• Own the full sales cycle from prospecting to closure for partner‑handled accounts.
• Achieve quarterly and annual sales targets (revenue, pipeline, partner activity).
• Identify upsell and cross‑sell opportunities across the cybersecurity and networking portfolio.
• Build and maintain a healthy pipeline using CRM tools.

Partner & Customer Enablement

• Conduct product training, workshops, and joint account planning with partners.
• Support marketing teams with regional partner events, webinars, and campaigns.
• Ensure customers and partners are informed about threat updates, product enhancements, and new features.

Market Intelligence & Reporting

• Track competitor activities, pricing trends, and partner ecosystem performance.
• Provide monthly and quarterly sales forecasts, pipeline reports, and business insights.
• Share customer and partner feedback with product and engineering teams.

Required Skills & Qualifications

• Bachelor’s degree in Business, Engineering, IT, or related field (MBA preferred).
• 10–12 years of sales/account management experience in Cybersecurity, Networking, or IT security.
• Hands‑on experience working with channel partners (distributors, VARs, MSSPs, integrators).
• Strong understanding of cybersecurity domains: Endpoint protection, firewalls, SASE/ ZTNA, SIEM/SOAR, IAM, cloud security, XDR, etc.
• Proven track record of meeting or exceeding sales targets.
• Excellent communication, negotiation, and relationship‑building abilities.
• Knowledge of CRM tools (Salesforce/HubSpot) and sales forecasting.

Preferred Attributes

• Existing relationships with local cybersecurity partners and distributors.
• Experience selling enterprise security or networking solutions.
• Ability to work in a fast‑paced, target‑driven environment.
• Strong analytical and presentation skills.