Regional Sales Manager

Location: Bangalore, India (Hybrid)

Summary

HID PACS has scaled mobile access globally and is accelerating the shift from plastic credentials to mobile identities. The Regional Sales Manager (RSM) – HID Mobile Solutions owns revenue growth for mobile subscriptions and app-based solutions in the region. This role is responsible for new logo acquisition, expansions, retention, and channel performance, with a disciplined focus on SaaS KPIs (ARR, NRR, churn, activation, adoption, pipeline coverage, forecast accuracy). The RSM partners closely with Channel/Alliances, Mobile Strategy teams, Marcoms, Product and Customer Success to deliver repeatable, data-driven growth.

Job Overview

You will build and execute a regional go-to-market plan for HID Mobile Solutions, manage a territory and channel ecosystem (integrators, MSPs, distributors, OEMs), and consistently deliver ARR and NRR targets. You will drive the migration from plastic to mobile, champion activation and engagement, and use value-selling to win multi-site, multi-year subscriptions. You’ll bring strong SaaS fluency, a command of sales process, and the ability to translate identity/security outcomes into business value.

Key Responsibilities

1) Revenue, ARR & Forecast Ownership

• Deliver regional ARR bookings, subscription renewals, and expansion targets; own quarterly forecast with ±5–10% accuracy.
• Build, manage, and progress a 3–4× pipeline coverage across segments (Enterprise, Mid-Market, Strategic).
• Apply structured methodology (e.g., MEDDICC, value selling) to improve win rate and sales cycle time.

2) Land–Adopt–Expand–Renew (SaaS Motion)

• Land: Acquire new logos with compelling ROI/TCO and security outcomes.
• Adopt: Drive credential activation, wallet enrollment, and day-30/day-90 adoption milestones with CS/PS.
• Expand/Renew: Grow seats/sites, cross-sell mobile features, and secure multi-year renewals to maximize NRR.

3) Plastic-to-Mobile Migration

• Build regional programs and partner plays that convert physical credentials to mobile; improve attach rate (mobile per plastic) and mobile share of revenue.
• Run targeted campaigns by vertical (Technology, Higher-Ed, CRE, Healthcare, BFSI, Retail, etc.) with industry-specific value cases.

4) Channel & Strategic Alliances Co-Selling

• Recruit, enable, and manage key system integrators/MSPs; establish joint success plans and quarterly business reviews.
• Co-sell with Strategic Alliances and Wallet Commercial teams (Apple/Google/Samsung ecosystem partners) to accelerate deals and ensure compatibility (API/SDK-led integrations).

5) Territory Planning & GTM Execution

• Own regional territory design, account prioritization, and vertical plays; execute campaigns with Marcoms and BDRs.
• Lead RFP strategy, partner bids, pricing/packaging proposals, and executive deal reviews.

6) Customer Outcomes & Retention

• Partner with Customer Success to meet Gross Churn (GCR) and Net Churn (NCR) thresholds; intervene on risk signals.
• Champion user experience and operational readiness (activation, training, comms), escalating product gaps to PM/R&D.

7) Data-Driven Operating Rhythm

• Maintain clean CRM (Salesforce) hygiene; instrument dashboards for ARR, NRR, pipeline, win rate, cycle, ASP, activation.
• Run weekly pipeline reviews and monthly QBRs; codify repeatable plays and competitive patterns.

8) Cross-Functional Collaboration

• Product/PM & R&D: Relay market feedback, help shape roadmaps, validate NPIs with lighthouse customers.
• Business Strategy: Align on pricing/packaging, segment plays, and market entry/expansion tactics.
• Marcoms/BDR: Build demand programs, events, and content aligned to regional priorities.

Success Metrics (SaaS KPIs)

• ARR Bookings & Quota Attainment (new + expansion)
• NRR (target %) and GCR/NCR within thresholds
• Activation Rate (credentials/wallet enrollments) & 30/90-day adoption
• Pipeline Coverage (3–4×), Win Rate, Sales Cycle, ASP
• Forecast Accuracy and Renewal Rate
• Channel Productivity (partner-sourced ARR, enablement completion, deal velocity)

Key Skills & Qualifications

• 12–15+ years in SaaS/Subscriptions sales or solutions sales; consistent quota attainment in enterprise or mid-market.
• Fluency in SaaS economics & KPIs: ARR/NRR, churn/retention, expansions, cohort activation, CAC/LTV basics.
• Proven success selling security/identity/mobile/IoT solutions (PACS, IAM, MDM/UEM, SSO, Wallets, APIs/SDKs) a plus.
• Strong channel experience with system integrators/MSPs/distributors; adept at co-sell and co-marketing motions.
• Process discipline (MEDDICC or similar), executive storytelling, and value/TCO selling.
• Comfortable with technical concepts (REST APIs, SDKs, SAML/OIDC basics, mobile wallets, device provisioning).
• Tools: Salesforce (required), CPQ, Gong/Chorus, Outreach/Salesloft, Tableau/Power BI preferred.
• Bachelor’s degree required; MBA or equivalent business training is a plus.

Competencies

• Owner’s mindset: accountable for the number, proactive on risks, creative on paths to green.
• Data-driven: decisions anchored in dashboards and customer telemetry.
• Customer-obsessed: measures success by activation, adoption, and renewals.
• Collaborative: thrives in a matrix with Product, CS, Alliances, and Channels.
• Integrity & compliance: aligns to HID values and industry/regulatory requirements.