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Job Description & How to Apply Below
Sales Overlay – Regional Sales Manager (RSM) – Cloud Security
Location:
Mumbai & Gurgaon
Role Type: Overlay / Specialist Sales
Role Overview
We are looking for a highly driven Sales Overlay Specialist (RSM) to lead cloud security solution sales across strategic enterprise accounts. This role focuses on driving pipeline and revenue for CNAPP, WAF, and Cloud Security solutions , working in close alignment with core account teams and hyperscaler ecosystems.
This is a specialist overlay role, responsible for influencing deals, accelerating closures, and positioning advanced security solutions across multi-cloud environments.
Key Responsibilities
Act as a Cloud Security Sales Specialist supporting field sales teams across Mumbai & Gurgaon regions
Drive revenue for CNAPP, WAF, and Cloud Security solutions (including Lacework portfolio)
Partner with Account Managers, Pre-Sales, and Channel teams to build and execute strategic account plans
Identify, create, and accelerate pipeline opportunities within enterprise and large accounts
Position end-to-end Cloud Security solutions across AWS, Azure, GCP, and hybrid environments
Engage with CISOs, CXOs, and Security Leaders to understand business challenges and align solutions
Support deal strategy, pricing, and negotiations to drive successful closures
Collaborate with hyperscalers and partners to drive joint go-to-market initiatives
Deliver presentations, demos, and value propositions tailored to customer needs
Track pipeline, forecast accurately, and meet/exceed quarterly sales targets
Key Focus Areas
CNAPP (Cloud-Native Application Protection Platform)
WAF (Web Application Firewall)
Cloud Workload & Application Security
Multi-Cloud Security (AWS, Azure, GCP)
Required Skills & Experience
8–12+ years of experience in enterprise technology sales , with a focus on cybersecurity or cloud security
Strong understanding of cloud platforms (AWS, Azure, GCP) and security architectures
Proven track record of meeting/exceeding sales targets in a specialist or overlay role
Experience selling solutions like CNAPP, CSPM, CWPP, WAF, or Dev Sec Ops tools
Ability to work in a matrix organization and influence cross-functional teams
Strong customer engagement and executive communication skills
Experience working with channel partners and hyperscalers is a plus
Preferred Background
Experience with Lacework or similar cloud security platforms
Understanding of Dev Ops, containers (Kubernetes), and modern application environments
Success Metrics
Pipeline generation and conversion
Revenue attainment for cloud security solutions
Strategic account penetration
Hyperscaler and partner-driven deals
Why This Role?
Opportunity to work at the forefront of cloud security transformation
High-impact overlay role influencing large enterprise deals
Exposure to cutting-edge CNAPP and cloud-native technologies
Strong collaboration with hyperscalers and global teams
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