Regional Account Manager
Required Experience: >10 Years
Location: – Bangalore
About CleanStart
CleanStart is revolutionizing software supply chain security through our advanced vulnerability database platform and CleanStart product line. We provide hardened, vulnerability-free container images with built-in security, compliance, and performance benefits. Our mission is to transform container security by eliminating pre-existing vulnerabilities and providing full visibility and control over the software supply chain.
Role Overview
At CleanStart, we are seeking a dynamic and results-driven Regional Account Manager to lead strategic sales engagements with enterprise customers in India. This role is pivotal in driving revenue growth, expanding market share, and building long-term relationships with key accounts in the cybersecurity SaaS domain.
Key Responsibilities
· Account Ownership: Manage a portfolio of major enterprise accounts, acting as the primary point of contact and trusted advisor.
· Sales Strategy: Develop and execute strategic account plans to achieve quarterly and annual revenue targets.
· Customer Engagement: Build deep relationships with C-level stakeholders, understanding their cybersecurity challenges and aligning solutions to business outcomes.
· Solution Selling: Position the company’s cybersecurity SaaS offerings effectively, leveraging a consultative sales approach.
· Cross-functional Collaboration: Work closely with Sales Engineering, Marketing, Customer Success, and Product teams to deliver value throughout the customer lifecycle.
· Forecasting & Reporting: Maintain accurate pipeline and forecast data in CRM systems; provide regular updates to leadership.
· Market Intelligence: Stay informed on industry trends, competitive landscape, and regulatory developments impacting enterprise cybersecurity.
Required Qualifications
· Experience: Minimum 10 years of enterprise sales experience, with at least 3 years in cybersecurity or SaaS.
· Track Record: Proven success in managing complex sales cycles and exceeding quota in a high-growth environment.
· Knowledge: Strong understanding of cybersecurity frameworks, threat landscapes, and enterprise IT environments.
· Skills: Excellent communication, negotiation, and presentation skills; ability to influence senior decision-makers.
· Education: Bachelor’s degree in Business, IT, or related field; MBA or relevant certifications (e.g., CISSP, CISM) a plus.
Skills & Competencies
Sales & Business Acumen
- Strategic Account Management: Ability to develop and execute long-term account strategies that drive customer value and revenue growth.
- Consultative Selling: Skilled in uncovering customer pain points and aligning cybersecurity solutions to business outcomes.
- Negotiation & Closing: Strong deal structuring and closing capabilities, especially in complex enterprise environments.
Cybersecurity & Technical Knowledge
- DevSecOps Familiarity: Understanding of DevSecOps principles and how security integrates into CI/CD pipelines, cloud-native environments, and agile development workflows.
- Industry Expertise: Familiarity with cybersecurity domains such as cloud security, endpoint protection, identity & access management, and threat intelligence.
- Solution Understanding: Ability to articulate technical concepts to non-technical stakeholders and collaborate with pre-sales engineers effectively.
- Regulatory Awareness: Understanding of compliance requirements (e.g., PDPA, GDPR, ISO 27001) relevant to enterprise customers in Singapore.
Relationship Management
- Executive Engagement: Proven ability to build trust and credibility with C-level executives and senior decision-makers.
- Customer Success Orientation: Focused on long-term customer satisfaction, retention, and expansion.
Operational Excellence
- Forecasting & Pipeline Management: Proficient in using CRM tools (e.g., Salesforce) to manage pipeline, forecast accurately, and report performance.
- Cross-functional Collaboration: Works effectively with internal teams including marketing, product, and customer success to drive outcomes.
Personal Attributes
- Results-Driven: Motivated by targets and performance metrics, with a strong sense of ownership.
- Adaptable & Resilient: Thrives in a fast-paced, evolving environment and handles challenges with a growth mindset.
- Communication Skills: Excellent verbal and written communication, presentation, and interpersonal skills.
Preferred Attributes (Startup Culture Fit)
· Adaptability and resilience in fast-changing environments.
· Entrepreneurial mindset with a proactive approach.
· Resourcefulness and ability to thrive with limited resources.
· Strong collaboration and team spirit.
· Curiosity and commitment to continuous learning.
· Bias for action and comfort with experimentation.
· Customer-centric approach with empathy for pain points.
· Tech-savvy and data-driven decision-making.