Managing Director – Security Sales

Responsibilities

• 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.
• 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.
• Collaborate with core sales, engineering, partner alliances, and services teams to enhance security go‑to‑market strategies, including priority sales plays (e.g., AI security, SASE, CTEM, SOC modernization).
• Engage directly with strategic West‑region clients to build peer‑to‑peer security leadership relationships and position AHEAD as a trusted advisor.
• Own the security business for the West region in partnership with the VP of Security Sales.

• 10+ years of experience in IT sales, with at least 3–5 years focused on cybersecurity solutions.
• Deep understanding of the Channel business, including experience at or with value‑added resellers (VARs) and systems integrators (SIs).
• 5+ years of sales leadership experience, including management of quota‑carrying sellers; demonstrated success in building and scaling teams and leading geographically distributed organizations.
• Strong understanding of cybersecurity solutions such as Security Operations (EDR/XDR, SIEM), Network Security (SASE, SSE), Cloud Security, Identity Security, and Data Security, and familiarity with leading vendors (Palo Alto Networks, Fortinet, Cisco, Wiz, Crowd Strike, Zscaler, and others).
• Proven ability to build trusted relationships with C‑level executives, CISOs, and security leaders, acting as a strategic advisor.
• 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 client executive briefings.

Demonstrates extensive experience in IT sales with a strong focus on cybersecurity solutions, including the ability to lead and develop high‑performing sales teams while building trusted relationships with C‑level executives. Proficient in executing sales strategies and collaborating across various teams to enhance go‑to‑market approaches.