Managing Director Security Sales - West

AHEAD; Phoenix (AZ); On-site; USD 400,000 - 500,000; Full time

Benefits offered by this job

Competitive base salary

Uncapped commission

Health, dental, and vision benefits

401(k) with company match

Leadership role in Security practice

Job summary

AHEAD is seeking a Security Sales Leader to drive growth and execution of its security business across the West US region. This senior role owns regional security performance, including bookings, services growth, and scaling high-performing teams within the reseller and integrator ecosystem.

The candidate will define and execute security sales strategy, partner with regional leaders, and oversee pipeline health, forecast accuracy, and cross-functional collaboration with services and engineering.

Qualifications

• 10+ years of IT sales experience, with at least 3–5 years focused on cybersecurity solutions.
• Deep understanding of the channel business, including VARs and SIs.
• 5+ years of sales leadership experience, managing quota-carrying sellers and building geographically distributed teams.
• Strong knowledge of cybersecurity solutions such as EDR/XDR, SIEM, SASE, SSE, cloud security, identity security, and data security.
• Proven ability to build trusted relationships with C-level executives, CISOs, and security leaders.

Responsibilities

• Own and execute the cybersecurity sales strategy for the West region, driving revenue and margin growth across all verticals and accounts.
• Partner with regional core sales leadership to stay aligned on regional goals, coverage, and execution.
• Measure and manage security performance in install base and net-new accounts, ensuring pipeline health and forecast accuracy.
• Lead and grow a high-performing team of Security Sales Specialists.
• Ramp new reps to full productivity through 1:1s, deal coaching, QBRs, and account strategy reviews.

Skills

IT sales

Cybersecurity solutions

Channel sales

Leadership

C-level relationships

Tools

Salesforce

Power BI

Job description

We are an equal‑to‑opportunity employer, and do not discriminate based on race, national origin, color, gender, gender identity, sexual orientation, religion, age, disability, marital status, or any other protected characteristic.

Position Overview

We are seeking a dynamic and experienced Security Sales Leader to drive the growth and execution of our Security business in the West US region. This senior leadership role has direct ownership of regional security performance, including bookings and services growth, and involves building and scaling high‑performing teams within the reseller and integrator ecosystem.

Sales Leadership & Strategy

• Own and execute the cybersecurity sales strategy for the West region, driving revenue and margin growth across all verticals and accounts.
• Partner closely with regional core sales leadership (EVPs and MDs) to stay aligned on regional goals, account coverage, and execution.
• Measure and manage security performance in both install base and net‑new accounts, ensuring pipeline health and forecast accuracy.

Team Management & Development

• Lead, develop, and grow a high‑performing team of Security Sales Specialists focused on AHEAD’s security portfolio.
• Ramp new reps to full productivity through 1:1s, deal coaching, QBRs, account strategy reviews, and skills development.
• Set clear expectations and operating rhythms around territory planning, pipeline generation, forecast discipline, and account execution.

Services & Solution Development

• Collaborate with core sales, engineering, partner alliances, and services teams to enhance security go‑to‑market strategies.
• Prioritize sales plays such as AI security, SASE, CETM, SOC modernization.
• Define pre‑sales focus areas and solution architectures.
• Develop professional services, managed security services (MSSP), and advisory offerings.
• Align security services and solutions to client outcomes, ensuring repeatable plays that scale across the region.

Vendor & Partner Alignment

• Work in partnership with the Director of Strategic Security Partners to cultivate and manage relationships with top cybersecurity OEM sales leadership.
• Support and co‑own regional events, joint account planning, and executive briefings to drive joint pipeline and influence.

Customer Engagement

• Engage directly with strategic West‑region clients to build peer‑to‑peer security leadership relationships and position AHEAD as a trusted advisor.
• Partner with Security Sales Specialists to shape account strategies, guide opportunity pursuit, and ensure solutions are tightly mapped to business outcomes.
• Support regional client events, executive dinners, and EBCs focused on integrated and AI‑driven security outcomes.

Ownership of the West Security Business

• Own the security business for the West region in partnership with the VP of Security Sales.
• Review rep forecasts and commits for accuracy, leveraging Salesforce, Power BI, and other tools.
• Roll up accurate team commits across Product, Professional Services, and Managed Services and communicate risks and upside clearly.
• Track and analyze key performance KPIs, including vendor‑specific growth trends, services attach rates and mix, margin performance, new logo expansion, and overall performance.

Qualifications

• 10+ years of IT sales experience, with at least 3–5 years focused on cybersecurity solutions.
• Deep understanding of the channel business, including experience at or with VARs and SIs.
• 5+ years of sales leadership experience, managing quota‑carrying sellers and building geographically distributed teams.
• Strong knowledge of cybersecurity solutions such as EDR/XDR, SIEM, SASE, SSE, cloud security, identity security, and data security, and familiarity with leading vendors.
• Proven ability to build trusted relationships with C‑level executives, CISOs, and security leaders.
• Experience leading in a matrixed environment, collaborating across sales, services, marketing, and alliances.
• Strong analytical, communication, and presentation skills; comfortable operating in QBRs, ELT reviews, and executive briefings.

Why Join us

• Competitive base salary + uncapped commission with meaningful upside for overachievement.
• Comprehensive health, dental, and vision benefits.
• 401(k) with company match.
• Opportunity to lead and shape a rapidly growing Security practice in a high‑visibility regional leadership role.
• Direct access to leading security vendors and partners and a strong internal bench of security architects, engineers, and advisors.
• Collaborative, entrepreneurial culture that rewards initiative, ownership, and innovation.

Compensation: $400,000 – $500,000 OTE per year.