Positive Technologies is a global leader in results-driven cybersecurity, providing cutting-edge information security solutions to over 4,000 organizations worldwide. Our mission is to safeguard businesses and industries from cyberattacks and prevent non-tolerable damage.
About the Role
We are seeking a Regional Director to own Positive Technologies' business across the Indian subcontinent. This is first and foremost a commercial role: the person in this seat is accountable for pipeline, deals, and revenue across India. They will personally lead deal cycles, negotiate with enterprise and government buyers, and close business.
What sets this role apart is how those results are achieved. This is not a transactional sales role and it is not a role for someone who needs a large team to deliver. We are looking for a senior individual contributor with an established reputation in the Indian cybersecurity community — someone CISOs and security leaders already know and trust. Reputation, technical credibility, and the ability to act as an evangelist and trusted advisor are the tools through which this person delivers commercial outcomes.
The Regional Director is the single, senior point of contact between Positive Technologies' global expertise and the Indian market: translating PT's capabilities into propositions that fit local threat landscape, regulations, and buying behavior. Team scaling will follow as pipeline and revenue grow — it is a tool for scaling the business, not a prerequisite for delivering it.
Responsibilities
Own revenue generation across the Indian subcontinent: build the pipeline, close deals, and deliver against commercial targets.
Acquire new business: identify and secure new opportunities, partnerships, and accounts across India, with travel across key markets (Delhi, Mumbai, Bangalore, Hyderabad, and beyond).
Lead complex deal cycles end-to-end: from first conversation with CISOs and security leaders through technical validation, commercial negotiation, and contract closure.
Secure budgets for sophisticated cybersecurity solutions by building trust with enterprise and government buyers and articulating value at both technical and executive levels.
Act as the face of Positive Technologies in India: the single, senior point of contact between PT's global expertise and the Indian market.
Build and manage the partner ecosystem: system integrators (TCS, HCL, Infosys, Wipro, Sterlite) and consulting firms.
Tune PT's offering to the Indian market: translate global capabilities into propositions that fit local threat landscape, regulatory context (CERT-In, DPDP Act, sectoral guidelines), and buying behavior.
Evangelize PT's approach through direct customer engagement, industry events, speaking opportunities, and thought leadership — using reputation as a tool to accelerate deals.
Forecast accurately, manage pipeline rigorously, and report performance to senior management.
Scale the local team as pipeline and revenue justify it — team growth is a function of commercial traction, not a precondition for it.
Must-Have Requirements
10+ years of client-facing sales or business development experience in cybersecurity, with a proven track record of personally closing complex, high-value deals.
Established reputation in the Indian cybersecurity community: known and trusted by CISOs, security leaders, and key partners.
Strong technical foundation in B2B and B2G cybersecurity: able to engage credibly on the modern security stack — SIEM, EDR/XDR, NDR, OT/ICS security, application security, vulnerability management, threat intelligence — independent of any specific vendor's product line.
Demonstrated ability to act as a trusted advisor: customers and partners come to you for guidance, not just for quotes.
Experience securing budgets for sophisticated, technically complex security solutions in enterprise and government accounts.
Startup mindset: high ownership, comfortable as an individual contributor, able to deliver results without relying on a large support structure. Team scaling comes after revenue, not before.
Deep understanding of the Indian market: key accounts, buying cycles, channel dynamics, and regulatory environment.
Exceptional communication, presentation, and negotiation skills in English; Hindi and other regional languages are a plus.
Strong forecasting, pipeline management, and reporting discipline.
We Offer
Competitive salary with performance-based compensation (details discussed at screening).
The opportunity to build and own Positive Technologies' presence across the Indian subcontinent from the ground up.
Direct access to PT's global cybersecurity expertise, research, and product teams.
Access to corporate training and education support.