Manager, Sales Development
•Mark43· 5h
💼 Sales⏰ Full-time🎯 Lead / Principal🇨🇦 San Francisco, Canada
5h ago
Opswat·3 months ago
OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life.
The Position:
The Regional Sales Manager will be responsible for learning OPSWAT’s technology and developing and executing a strategic account plan to drive the adoption of our cybersecurity platforms and solutions across ASEAN countries (Malaysia, Indonesia, Thailand and Philippines). Key focus areas include Government and Large Enterprise sectors such as BFSI, Telecommunications, and Conglomerates.
This role involves building and nurturing relationships within target accounts and with channel and system integrator partners, effectively leveraging company resources, closing deals, and celebrating team successes.
The position reports to the APAC Regional Sales Director and requires close collaboration with the Channel Manager, SDR, and APAC Marketing teams. The ideal candidate will have a proven, multi-year track record of consistently exceeding sales quotas, accurately forecasting, and successfully selling cybersecurity solutions.
We are interested in candidates based in Singapore, Thailand or Malaysia with English as a primary or secondary language.
What You Will Be Doing:
Strategically target business opportunities that leverage high value use cases, in key verticals
Develop and execute sales strategies and tactics to sell OPSWAT products, solutions, and services to exceed your sales quotas
Communicate value propositions to clients that speak intimately to their needs and requirements
Utilize client-centric, solutions-oriented selling strategies and hunter’s mentality to identify, qualify, convert enterprise sales
Effectively articulate financial ROI/TCO value, and build value throughout the negotiation process
Maintain extensive account and opportunity detail in Salesforce CRM, including account win plans, customer touch points, sales inhibitors, etc.
Forecast and report revenue projections accurately to management
Overachieve on annual quota, measured quarterly
What We Need from You:
You have 7-10 years of experience successfully selling technology products and solutions to enterprise business
You have a Bachelor’s degree and equivalent experience
You have a successful track record selling complex-solutions directly to enterprise customers and through Channel/SI Partners
You’re persuasive, and have excellent negotiation and presentation skills. You can effectively communicate with both technology-oriented and senior business executives at the “C” level, and are comfortable articulating the technical and business value of the OPSWAT platforms.
Your work is a mix of strategic and proactive account activity, and you have a demonstrated ability of uncovering, qualifying, developing, and closing new accounts
Ability to set goals, prioritize tasks, and achieve success with minimal oversight in a sometimes ambiguous work environment.
You keep your pipeline accurate and your forecast updated for management
You possess, at minimum, a fundamental understanding of security threats, solutions, and security tools.
You have excellent time management skills, and work with high levels of autonomy and self-direction
You’re highly competitive, ramp quickly, are extremely adaptive, and pride yourself on exceeding sales goals
You are able to travel as necessary to your assigned accounts, and to Company meetings.
Highly ethical and professional personal conduct.
OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.
Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.