Regional Sales Manager (RSM) – Cloud Security

Fortinet · Mumbai

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Description

Job Title: 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.
• 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 DevSecOps 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 cloud security platforms 
• Understanding of DevOps, 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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