Managing Director Security Sales - West

Security Sales Leader – West US Region

AHEAD builds platforms for digital business, weaving together advances in cloud infrastructure, automation, analytics, and software delivery to help enterprises deliver on the promise of digital transformation.

At AHEAD, we prioritize creating a culture of belonging where all perspectives and voices are represented, valued, respected, and heard. We empower everyone to speak up, drive change, and shape our culture.

Equal Opportunity Employer
: AHEAD is an equal opportunity employer and does not discriminate based on race, national origin, color, gender, gender identity, gender expression, sexual orientation, religion, age, disability, marital status, or any other protected characteristic under applicable law.

• 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 align on 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.
• Set clear expectations and operating rhythms around territory planning, pipeline generation, forecast discipline, and account execution.
• 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), pre‑sales focus areas and solution architectures, and 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.
• 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.
• 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.
• Own the security business for the West region in partnership with the VP of Security Sales.
• Review rep forecasts and commits for accuracy, leveraging CRM and BI tools (e.g., Salesforce, Power BI) to drive a disciplined forecasting culture.
• 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 (Y/Y and Q/Q), and new logo and expansion performance.

• 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 VARs and SIs.
• 5+ years of sales leadership experience, including management of quota‑carrying sellers, 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…