Chief Revenue Officer

Chief Revenue Officer, Middle East, Africa and ASEAN

About the company

Our client is a fast growing, founder led technology services business headquartered in India, with a strong heritage in cybersecurity and a growing footprint in data, AI and cloud. It serves enterprise and government clients across multiple international markets.

Its security business delivers managed security and detection and response services from round the clock operations centres, complemented by data, AI, cloud and ServiceNow capabilities for clients in regulated and high growth sectors.

The business holds top tier partnerships with leading security and cloud vendors and is now embarking on a major international expansion programme, with significant investment in new markets, capability and senior leadership. This role is central to that next chapter.

Location: Based in India (Mumbai preferred), with frequent travel to the GCC, Africa and Singapore

Reports to: Co-founder and Group leadership

Type: Full time, executive leadership team

The role

The CRO owns all revenue for the business across the Middle East, Africa and ASEAN, including new logos, account growth, renewals and partner sourced business. Operating from India, you will lead the regions as a single commercial engine. This is a builder role. You will set the regional go to market, lead the sales and presales teams, and turn the company’s security, data and ServiceNow capabilities into a predictable, growing number.

What you will do

Revenue and growth

• Own the regional bookings, revenue and margin plan, and deliver it quarter on quarter
• Build a qualified pipeline at three to four times target coverage, with clear forecasting discipline
• Win large, multi year managed security and MDR contracts with enterprise and government clients
• Grow existing accounts through cross sell of Data and AI, Cloud and ServiceNow services

Go to market

• Define target industries and named accounts by country, starting with the GCC, India adjacent markets and core ASEAN economies
• Shape offers, pricing and deal structures for managed services and outcome based contracts
• Work with the CTO and delivery leaders on solution design for strategic pursuits and RFPs

Team and partners

• Lead, hire and develop country sales leaders, account directors and presales teams
• Build joint go to market plans with the leading security vendors, ServiceNow and the hyperscalers
• Set up the sales operating rhythm, CRM discipline, compensation plans and deal governance

Executive presence

• Be the company’s senior commercial face to CISOs, CIOs and boards across the region
• Represent the company at industry events, analyst briefings and partner councils

What you bring

• 18+ years in enterprise technology sales, with at least 7 years leading regional or international sales teams
• A track record of carrying and beating a regional number, ideally USD 30 to 100 million, in IT services, managed services, cloud or cybersecurity
• Proven selling into the Middle East and ideally ASEAN, with relationships in BFSI, government or telecoms
• Strong understanding of managed security, SOC, MDR and multi year services contracts
• The appetite to build teams and processes in a growing, founder led business, bringing the discipline of a large organisation without needing its machinery around you
• Comfort with heavy travel and with working hands on in big pursuits

Where you might come from

The ideal background is regional or international sales leadership at a major global systems integrator, a leading consultancy or a hyperscaler, where you have sold large, complex services and cloud programmes into the Middle East and ASEAN. Leaders from global MSSPs or a security vendor’s services and partner business would also be of strong interest.

How success is measured

• Bookings and revenue against plan by region and country
• Pipeline coverage and forecast accuracy
• New logos won and large deal wins above an agreed threshold
• Account growth and renewal rates
• Partner sourced and partner influenced revenue
• Gross margin on new business

Tagged as: Compensation Design, Forecasting