Job description
Role Overview
Regional Sales Manager at OPSWAT. This role is based at a location to be confirmed by the employer.
Company Overview
OPSWAT is a global leader in IT, OT, and ICS critical infrastructure cybersecurity. The company delivers an end-to-end platform that protects complex networks, secures devices, and ensures compliance for public and private sector organizations and enterprises. Over the last 20 years, OPSWAT has earned the trust of more than 1,700 organizations, governments, and institutions globally.
Role Purpose
The Regional Sales Manager is a significant driver of company revenue and growth. You will develop and execute strategic account plans targeting deployments of OPSWAT cybersecurity platforms and solutions, build relationships within target accounts, leverage company resources effectively, and negotiate and close new business.
Key Responsibilities
Sales Strategy & Execution
- Develop and execute sales strategies and tactics to sell OPSWAT products, solutions, and services to exceed annual sales quotas.
- Strategically target business opportunities that leverage high-value use cases in key verticals.
- Utilize client-centric, solutions-oriented selling strategies and a hunter's mentality to identify, qualify, and convert enterprise sales.
- Overachieve on annual quota, measured quarterly.
Account & Opportunity Management
- Build the right relationships inside target accounts and develop comprehensive strategic account plans.
- Demonstrate a proven ability of uncovering, qualifying, developing, and closing new accounts.
- Maintain extensive account and opportunity detail in Salesforce CRM, including account win plans, customer touch points, and sales inhibitors.
- Conduct a mix of strategic and proactive account activity.
Client Communication & Value Delivery
- Communicate value propositions to clients that speak intimately to their needs and requirements.
- Effectively articulate financial ROI and TCO value, and build value throughout the negotiation process.
- Effectively communicate with both technology-oriented and senior business executives at the "C" level.
Reporting & Forecasting
- Forecast and report revenue projections accurately to management.
- Keep pipeline accurate and forecast updated for management.
Product & Technology Knowledge
- Learn OPSWAT technology and platforms thoroughly.
- Possess a fundamental understanding of security threats, solutions, and security tools.
- Articulate the technical and business value of OPSWAT platforms.
Qualifications & Experience
- Minimum 5 years successfully selling technology products and solutions to business.
- Bachelor's degree, preferably in a technical discipline or equivalent experience.
- Successful track record selling complex solutions directly to enterprise customers and through Channel/SI Partners.
- Previous work experience as a member of a corporate sales team with a career track record of exceeding multi-million-dollar sales quotas.
- Experience selling into critical infrastructure is preferred.
- Data diode sales experience is preferred.
Skills & Competencies
- Persuasive, with excellent negotiation and presentation skills.
- Ability to set goals, prioritize tasks, and achieve success with minimal oversight in a sometimes ambiguous work environment.
- Highly competitive, ramp quickly, extremely adaptive, and motivated to exceed sales goals.
- Excellent time management skills and work with high levels of autonomy and self-direction.
- Highly ethical and professional personal conduct.
Additional Information
- Ability to travel as necessary to assigned accounts and company meetings.
- OPSWAT is an equal opportunity employer committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type.