Lead, Presales

About Indusface:

Indusface protects thousands of business-critical web, API and AI applications across 45+ countries. Backed by leading institutional investors, Indusface has been featured in research by Gartner, Forrester and IDC for its application security capabilities. The company maintains globally recognized security and compliance credentials, including ISO 27001, SOC 2 and PCI DSS, and supports GDPR-related requirements. Its globally distributed cloud infrastructure spans Asia, the Middle East, Europe and North America, delivering low-latency protection and regional data residency options for enterprises worldwide.

AppTrana is Indusface's autonomous enterprise application security platform that continuously discovers vulnerabilities, autonomously mitigates exploitable risks through virtual patching, and protects applications against DDoS attacks, malicious bots, API abuse and zero-day threats. Combining AI-powered intelligence, expert oversight and SLA-backed managed protection, AppTrana helps enterprises reduce the time from vulnerability discovery to protection while delivering audit-ready remediation evidence and managed security services focused on eliminating false positives.

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.