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Irvine, California, United States
Onsite
We are seeking a dynamic and experienced Security Sales Leader to drive the growth and execution of our Security business in the West US region. This role requires a high-performing, customer-centric executive with a proven track record of building and scaling high-performing teams and working within the reseller / integrator ecosystem (including OEMs that sell via the channel model).
You will be responsible for the AHEAD Security business for the West US region, which includes managing and developing a team of Security Sales Specialists across the West to execute the AHEAD Security go-to-market and grow the Security business. You will build strong relationships with key customers, OEM partners, regional core sales leadership, and internal stakeholders.
This is a senior leadership role with direct ownership of regional security performance, including growth of bookings with a heavy focus on services growth.
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.
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
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 (and security alliances team) 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 your 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 services mix
Margin performance (Y/Y and Q/Q)
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 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, CrowdStrike, 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.
Competitive base salary + uncapped commission with meaningful upside for overachievement.
Comprehensive health, dental, and vision benefits.
401(k) with company match.
Opportunity to lead and shape a rapidly growing Security practice in a high-visibility regional leadership role.
Direct access to leading security vendors and partners and a strong internal bench of security architects, engineers, and advisors.
Collaborative, entrepreneurial culture that rewards initiative, ownership, and innovation.
