Lead, Presales

About Indusface:

Indusface is a leading application security SaaS company that secures critical Web, Mobile, and API applications of 6500+ global customers using its award-winning fully managed platform that integrates web application scanner, web application firewall, DDoS & BOT Mitigation, CDN, and threat intelligence engine.

Indusface, funded by Tata Capital Growth Fund II, is the only vendor to receive 100% customer recommendation rating three years in a row and is a global customer choice in the Gartner Peer Insights™ Web Application and API Protection (WAAP) Report 2023. Indusface is also a “Great Place to Work” 2022 Winner in the Mid-Size category in India and is PCI, ISO27001, SOC 2, GDPR certified and has been the recipient of many prestigious start-up awards.

Indusface’s Product Suite:

• AppTrana WAAP Platform - AI-Powered, Fully Managed Application and API Protection.
• Indusface WAS Platform - Fully Managed DAST Platform for Website, Mobile App & API Vulnerability Scanning.
• SSL/VMC Certificates - Secure your online digital communication and build customer trust.

Why Join Us?

• Be part of a Market Leader - Work with an industry-recognized cybersecurity company trusted by global enterprises.
• Shape the Future - Play a pivotal role in driving innovation, partnerships, and revenue growth.
• Fast-Paced Growth - Thrive in an agile, high-growth environment with opportunities to make a real impact.
• Collaborate with the Best - Work alongside industry experts and thought leaders.
• Rewards & Recognition - Competitive salary, performance-based incentives, and clear career growth pathways

Responsibilities:

• Partner with Sales Account Managers to engage existing customers and prospects, uncovering security, technical, and business requirements, and translate these into clear scopes of work for internal solution and implementation teams.
• Design and deliver tailored customer solutions — product demonstrations, POC coordination, license scoping, implementation support, feature training, and monthly/quarterly business reviews.
• Conduct Quarterly Business Review (QBR) presentations for assigned large enterprise customers.
• Own the end-to-end technical presales lifecycle, converting strategic enterprise prospects and ensuring technical satisfaction throughout the sales cycle to drive long-term account growth.
• Identify and drive upsell opportunities from the existing customer base.
• Take ownership, alongside the sales team, of achieving allocated sales targets.
• Present not only technical features but also the business benefits behind them, building a compelling technical value proposition rather than a feature-only pitch.
• Collaborate cross-functionally with Managed Security Services, Engineering, and other teams to ensure timely, tailored solution delivery.
• Align with sales channels and partners on go-to-market strategy, technical enablement, and consistent messaging.
• Conduct prospect meetings and product demonstrations (in-person and remote), working both independently and as part of the sales team.
• Support RFP responses and scope-of-work definition to ensure accurate, compelling customer proposals.
• Run quarterly sales enablement sessions on new features, competitive positioning, and product updates.
• Manage technical requirements and escalations for the strategic customer base; contribute to whitepapers, case studies, and blogs.
• Lead solution deployment for new customers, troubleshoot deployment issues as the primary point of contact, and run periodic strategic training and review sessions to demonstrate ROI and drive adoption of new features.
• Act as the Voice of the Customer, relaying field feedback and enhancement requests to the product team; follow presales operational processes for smooth, timely service delivery.
• Consistently provide world-class customer service across the entire customer lifecycle.
• Provide daily POC/account status updates and comprehensive monthly presales reports to the Presales Head.
• Lead and guide the deployment team, ensuring continuous service improvements and timely upgrades.

Candidate Profile:

•   4-7 years of experience in Sales Engineering/Presales within the cybersecurity domain.
• Hands-on experience as a Presales/Technical Account Manager on Cloud/SaaS-based WAAP (Web Application and API Protection) solutions.
• Proven track record managing large enterprise customers within the India region, including executive-level communication.
• Prior experience leading or managing a team.
• Strong ability to identify upsell/cross-sell opportunities and contribute to sales target achievement.
• Skilled at articulating both technical capabilities and business value/ROI to customers — not features alone.
• Strong cross-functional collaboration skills (Sales, Engineering, Managed Services).
• Excellent presentation, documentation, and reporting skills.
• Ability to work independently as well as part of a broader sales team.
• Willingness to travel up to 50% of the time and work across time zones.
• Familiarity or hands-on experience with AppTrana or a similar industry-leading WAAP solution.