Sr. Regional Sales Director-NY/NJ (Cybersecurity)

Fulcrum Technology Solutions is a premier Value-Added Reseller (VAR), Managed Services Provider (MSP), and Systems Integrator (SI) with deep domain expertise in cybersecurity, cloud, and IT infrastructure. We partner with top-tier technology vendors to deliver scalable, secure, and strategic outcomes for enterprise and mid-market clients.

We are expanding into the East Region and are seeking an elite Sales Leader who can immediately generate new business from an existing network of enterprise decision-makers, accelerating Fulcrum’s market presence within the Region.

Position Summary

The Sales Leader – NY/NJ Region will serve as a market-maker and relationship architect, bringing immediate business impact through a robust network of enterprise decision-makers. This role requires a seasoned sales executive with proven leadership skills, regional knowledge, and the ability to establish Fulcrum as a strategic partner within the Region.

Key Responsibilities

1. Customer Acquisition & Relationship Expansion
• Leverage your existing network to land strategic enterprise clients within the first 90–120 days.
• Establish long-term, C-level relationships across cybersecurity, cloud, and infrastructure disciplines.
• Act as a trusted advisor, designing tailored technology roadmaps and leading strategic account planning.
• Expand wallet share in current accounts with cross-sell opportunities and long-term partnership strategies.
• Collaborate with customers to develop and implement a multi-year strategy that achieves shared objectives and yields sustainable outcomes.

2. Market Growth & Brand Elevation
• Develop a territory plan to penetrate key verticals (financial services, legal, healthcare, tech).
• Enhance Fulcrum’s visibility in the NYC Metro through targeted events, panels, and vendor partnerships.
• Collaborate with OEM partners to develop joint strategies for co-selling and jointly influencing deals.
• Track competitive intelligence and refine the go-to-market approach accordingly.
• Launch market-facing campaign with vendor support.
• Build regional reputation as a trusted security partner.

3. Sales Leadership & Team Development
• Recruit and mentor a high-performing sales team of Account Executives.
• Define clear KPIs, maintain accurate forecasting, and drive pipeline quality.
• Foster a culture of trust, accountability, and high performance.
• Partner with the Region’s FCTO leader to align technical pre- and post-sales.

Required Qualifications
• Experience
• 10+ years in cybersecurity, IT solutions, or technology services sales with a consistent record of exceeding multi-million-dollar quotas.
• Minimum 5 years of sales leadership in a VAR, MSP, or security-focused solutions company.
• Proven ability to manage a book of enterprise business.
• Experience managing complex enterprise sales cycles ($500K+ deal sizes).
• Deep network of NYC Metro enterprise clients and industry contacts.
• Skills
• Exceptional relationship-building and strategic account management abilities.
• Skilled at creating joint account strategies with vendor partners to win competitive deals.
• High-level negotiation, executive presentation, and closing skills.
• Education
• Bachelor’s degree required, MBA or equivalent preferred.
• Certifications (preferred)
• Vendor certifications (e.g., Palo Alto, AWS, Microsoft, Cisco, Fortinet).
• CISSP, GSEC, CISM, or equivalent is a plus but not required

Performance Expectations
• Secure multiple large enterprise accounts within the first year through pre-existing relationships.
• Deliver consistent double-digit revenue growth in the region year over year.
• Establish Fulcrum as a top-tier technology advisor in the NYC Metro market.
• Build a loyal, high-performing regional sales team.

Compensation & Benefits
• Highly competitive OTE with strong upside for overperformance, based on regional P&L.
• Executive-level role with equity ownership tied to P&L contribution.
• Full benefits package – medical, dental, vision, 401(k), and more.
• Strategic visibility, autonomy, and direct impact on Fulcrum’s regional success.

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