Sales Manager – West & South India

OpenIAM; Mumbai; On-site; INR 1,800,000 - 3,200,000; Full time

Benefits offered by this job

Competitive base salary

Travel reimbursements

IAM product training

Global culture

Exposure to leadership

Job summary

OpenIAM in Mumbai is seeking a driven Sales Manager to own and grow its commercial footprint across West and South India, including Mumbai, Pune, Bengaluru, Hyderabad, and Chennai. This is an individual contributor role with end-to-end responsibility for the sales cycle.

The ideal candidate has proven enterprise software or cybersecurity sales experience, strong relationships with CISOs and IT leaders, and a track record of hitting revenue targets in large accounts.

Qualifications

• 6–12 years of enterprise software or cybersecurity sales experience, with at least last 3 years selling in the Western India territory covering BFSI.
• Demonstrated track record of meeting or exceeding revenue quotas in a direct, individual contributor sales role.
• Experience selling to mid-enterprise and large enterprise accounts, with large deal sizes.

Responsibilities

• Own and exceed annual and quarterly revenue targets for the West and South India territory.
• Develop and execute a territory sales plan aligned to OpenIAM's go-to-market strategy.
• Manage the full sales cycle independently — from lead generation and qualification through to proposal, negotiation, and contract close.
• Drive new logo acquisition while growing revenue from existing accounts through upsell and cross-sell of additional platform modules.
• Build and maintain a healthy, qualified pipeline of 3–4x coverage against quota at all times.
• Maintain accurate and up-to-date forecasting, pipeline data, and activity logs in the CRM system.
• Conduct regular business reviews with key accounts to ensure customer satisfaction and identify expansion opportunities.
• Identify, onboard, and co-sell with regional channel partners, system integrators, and value-added resellers (VARs) where applicable.

Skills

Enterprise sales

Cybersecurity sales

CRM proficiency

Communication skills

Negotiation

English & Hindi

Territory management

Education

Bachelor's degree in engineering/CS/business

MBA preferred

Tools

Salesforce

HubSpot

Job description

OpenIAM is a global leader in Identity and Access Management (IAM), delivering a unified, converged platform that combines Identity Governance & Administration (IGA), Single Sign-On (SSO), Multi-Factor Authentication (MFA), Privileged Access Management (PAM), and Customer Identity (CIAM) — all from a single, modern architecture. Flexible deployment options across cloud, on-premise, and hybrid environments, OpenIAM helps enterprises in financial services, healthcare, public sector, manufacturing, and telecommunications secure millions of identities worldwide.

Role Overview

We are looking for a driven, self-motivated Sales Manager to own and grow OpenIAM's commercial footprint across West and South India — covering key markets including Mumbai, Pune, Ahmedabad, Bengaluru, Hyderabad, Chennai, and surrounding regions. This is an individual contributor (IC) role with end-to-end ownership of the sales cycle, from prospecting and pipeline development through to deal closure and account expansion. The ideal candidate brings deep experience selling enterprise software or cybersecurity solutions and has established relationships with CISOs, IT Directors, and procurement leaders across the region.

Key Responsibilities

• Own and exceed annual and quarterly revenue targets for the West and South India territory.
• Develop and execute a territory sales plan aligned to OpenIAM's go-to-market strategy.
• Manage the full sales cycle independently — from lead generation and qualification through to proposal, negotiation, and contract close.
• Drive new logo acquisition while growing revenue from existing accounts through upsell and cross-sell of additional platform modules.
• Build and maintain a healthy, qualified pipeline of 3–4x coverage against quota at all times.
• Maintain accurate and up-to-date forecasting, pipeline data, and activity logs in the CRM system.
• Conduct regular business reviews with key accounts to ensure customer satisfaction and identify expansion opportunities.
• Identify, onboard, and co-sell with regional channel partners, system integrators, and value-added resellers (VARs) where applicable.

Market Development

• Proactively identify and engage target accounts across BFSI, IT/ITeS, healthcare, manufacturing, telecom, and government sectors.
• Represent OpenIAM at industry events, conferences, and customer roundtables across the region.
• Gather and relay competitive and market intelligence to the product and marketing teams.
• Collaborate with pre-sales engineers and solution architects to deliver compelling product demonstrations and proof-of-concept (PoC) engagements.

Stakeholder Engagement

• Build and nurture C-level and senior IT/security relationships — including CISOs, CIOs, IT Directors, and Heads of Compliance — across target accounts.
• Work cross-functionally with marketing, pre-sales, delivery, and customer success to ensure a seamless customer experience from evaluation through onboarding.
• Act as the primary point of contact and customer advocate for all accounts in the territory.

Required Qualifications

• 6–12 years of enterprise software or cybersecurity sales experience, with at least last 3 years selling in the Western India territory covering BFSI.
• Demonstrated track record of meeting or exceeding revenue quotas in a direct, individual contributor sales role.
• Experience selling to mid-enterprise and large enterprise accounts, with large deal sizes.
• Strong familiarity with the IAM, cybersecurity, or enterprise IT landscape — including concepts such as identity governance(IGA), SSO, MFA, PIM/PAM, or Zero Trust.
• Proven ability to manage complex, multi-stakeholder sales cycles of 3–9 months in duration.
• Excellent communication, presentation, and negotiation skills in English and Hindi (Marathi an advantage).
• Proficiency with CRM platforms (Salesforce, HubSpot, or equivalent).
• Bachelor's degree in Engineering, Computer Science, Business, or a related field. MBA preferred but not mandatory.

Preferred Qualifications

• Prior experience selling IAM, IGA, PAM, or adjacent cybersecurity products (e.g. DLP, SIEM, PIM/PAM, Zero Trust platforms).
• Existing network of CISO, CIO, and IT leadership contacts across Mumbai, Pune, Bengaluru, or Hyderabad.
• Familiarity with regulatory compliance frameworks relevant to Indian enterprises — including RBI guidelines, SEBI IT frameworks, DPDP Act 2023, ISO 27001, and SOC 2.
• Understanding of channel and partner-led sales motions in the Indian market.

What We Offer

• Competitive base salary with an uncapped performance-linked variable component.
• Travel and expense reimbursement for regional coverage.
• Access to world-class IAM product training and industry certifications.
• A collaborative, high-performance global culture with a strong APAC growth agenda.
• Direct exposure to senior regional and global leadership.

Territory Coverage

About the Opportunity

Identity and Access Management is one of the fastest-growing segments in enterprise cybersecurity globally, and India is rapidly emerging as a priority market. With increased regulatory pressure from the DPDP Act, RBI directives on cyber risk, and enterprise digital transformation initiatives, demand for robust IAM solutions has never been higher. This role offers a rare opportunity to own a high-potential territory for a differentiated, open-platform vendor at a pivotal stage of regional growth.