AI Security Sales Regional Sales Director
A10 Networks is seeking a high-performing, customer-focused AI & Security Sales Specialist to drive net new revenue and accelerate adoption of A10's AI, Security and Application Security solutions. This is a quota carrying, field facing individual contributor role with direct responsibility for building pipeline, developing executive relationships, leading complex enterprise sales cycles, and closing business.
The AI & Security Sales Specialist will work closely in partnership with regional account teams, Sales Engineering, Channel partners, Marketing and Product.
The ideal candidate brings a strong track record of cybersecurity sales execution success combined with a solid understanding of how enterprises are adopting generative AI, large language models (LLMs), AI applications, and agents and the evolving security, governance, and application protection requirements that come with them.
What You Will Drive- Own a regional revenue target for A10 Software, AI & Security, and Application Security solutions, with primary accountability for net-new pipeline creation, opportunity progression, and closed revenue
- Develop and execute region-specific go-to-market (GTM) strategies focused on new customer acquisition and pipeline generation for A10's AI & Security solutions
- Proactively prospect into strategic accounts and create new opportunities with CISOs, CIOs, security leaders, application and infrastructure teams, AI/ML leaders, data science teams, and other technical and business stakeholders
- Build and manage a healthy pipeline of qualified opportunities with sufficient coverage to consistently achieve revenue targets
- Lead complex, consultative enterprise sales cycles from initial engagement through negotiation and close, coordinating internal and external stakeholders to drive customer decisions
- Develop compelling business cases that connect AI and application-security risks to measurable customer outcomes, including risk reduction, secure AI adoption, governance, operational resilience, and protection of business-critical applications
- Collaborate with Sales Engineering, Product, Marketing, Channel and other GTM teams to develop and execute customer-specific strategies and Sales Plays
- Partner closely with regional account teams to identify whitespace, develop account strategies, and execute strategic AI & Security Sales Plays which maintain clear ownership of the specialist opportunity and sales outcome
- Build trusted relationships with strategic customers and partners and industry influencers; lead consultative sales cycles from engagement to close
- Articulate the value proposition of A10 Networks' AI & security offerings and use cases
- Evangelize A10's AI & Security capabilities through customer briefings, industry events, executive briefings, partner engagements and thought-leadership opportunities
- Provide accurate forecasting and communicate pipeline health, competitive intelligence, customer needs, and market trends to sales and leadership teams
- Build strong partnerships with the regional sales team
What Success Looks Like- Consistent attainment or overachievement of assigned quota
- Strong self-generated pipeline with sufficient coverage to support and exceed revenue targets
- Growth in net new logos and expansion of A10's AI & Security
- Expansion of A10's Security footprint within strategic accounts
- Successful execution of strategic AI & Security sales plays across the region
- Strong executive-level customer relationships and trusted-advisor status within target accounts
- Strong collaboration with regional sales, sales engineering, channel, and marketing teams without losing clear ownership of the sales outcome
- Accurate forecasting, disciplined pipeline management, and strong sales execution
Qualifications / ExperienceRequired / Preferred:- 8+ years of successful enterprise sales experience in cybersecurity, cloud, or AI related technologies
- Proven track record of consistently meeting or exceeding quota and generating net-new revenue
- Proven experience building pipeline through prospecting and new customer acquisition, not solely managing inbound or existing-account opportunities
- Understanding of AI technologies (generative AI tools, machine learning, large language models/LLMs).
- Strong understanding of cybersecurity fundamentals (data security, network security, cloud security, and risk management)
- Demonstrated ability to lead complex, multi-stakeholder enterprise sales engagements
- Experience with cloud platforms (AWS, Azure, or GCP)
- Experience selling to CISOs, CIOs, and data science/security teams
- Excellent executive presence, communication, presentation, negotiation and consultative selling skills; ability to influence senior stakeholders
- Ability to translate complex technical and security concepts into compelling business value for both technical and executive audiences
- Self-starter who thrives in a fast-paced, collaborative environment and comfortable operating with significant autonomy
- Experience in high-growth or scale-up environments
- Background working with/through VARs, cloud marketplaces, or CSP partnerships
- Bachelor's degree in business, computer science, engineering, or related field preferred (advanced degrees a plus)
#LI-AN1 - Hybrid
