OT Cybersecurity Sales Manager

PT ITSEC Asia Tbk; Jakarta Pusat; On-site; IDR 300,000,000 - 600,000,000; Full time

Job summary

PT ITSEC Asia Tbk is seeking a Business Development & Sales leader to drive the OT cybersecurity business in Jakarta. You will own the full sales cycle from prospecting to closing, building a robust pipeline and coordinating with Presales on technical scope and terms.

You will develop strategic relationships with major industrial and critical infrastructure customers, while identifying cross-selling opportunities and managing account plans. Travel to customer sites will be required as needed.

Qualifications

• 7+ years of B2B technology, cybersecurity or industrial solutions sales experience.
• Proven track record of developing and closing enterprise opportunities against quota.
• Experience selling to industrial companies or critical infrastructure organizations.
• Existing network within energy, oil & gas, manufacturing, utilities, mining, transportation or critical infrastructure.
• Good understanding of OT/ICS environments and cybersecurity concepts.
• Fluency in English and Bahasa Indonesia.

Responsibilities

• Develop and execute the sales strategy for ITSEC’s OT cybersecurity business.
• Build and manage a qualified pipeline of OT cybersecurity opportunities.
• Identify opportunities within existing accounts and new customers.
• Own the sales cycle from prospecting to closing with Presales on technical content.
• Develop relationships with decision-makers across cybersecurity, IT, engineering, operations and senior management.
• Achieve revenue, gross margin and pipeline targets.
• Sell OT cybersecurity consulting, assessment, implementation and managed security services.
• Understand customers’ OT environments and business requirements.
• Collaborate with OT Director, Presales and technical teams on solutions.
• Position capabilities across OT security assessments, architecture, monitoring and services.
• Understand IEC 62443 and NIST frameworks and their relevance to customers.
• Maintain awareness of key OT security technology partners to position joint value propositions.
• Develop strategic relationships with major industrial and critical infrastructure customers.
• Identify cross-selling opportunities between OT cybersecurity and broader capabilities.
• Develop account plans for priority customers and sectors.
• Maintain visibility over customer projects, budgets and procurement cycles.
• Build long-term customer relationships beyond opportunities.
• Work with vendors, distributors and partners to develop OT opportunities.
• Coordinate with Sales, Presales and Delivery for opportunity development and execution.
• Prepare and coordinate commercial proposals, quotations, tenders and negotiations.
• Ensure opportunities are qualified and commercially viable.
• Maintain accurate pipeline, forecast and deal information.
• Monitor deal profitability and margins.

Skills

B2B technology sales

OT/ICS cybersecurity knowledge

Relationship management

Negotiation

Account planning

English & Bahasa Indonesia

Travel readiness

Executive stakeholder engagement

Job description

Business Development & Sales

• Develop and execute the sales strategy for ITSEC’s OT cybersecurity business.
• Build and manage a qualified pipeline of OT cybersecurity opportunities.
• Identify and develop opportunities within existing ITSEC accounts as well as new customers.
• Own the sales cycle from prospecting and qualification through proposal, negotiation and closing, working with Presales on technical content and commercial terms.
• Develop relationships with key decision-makers across cybersecurity, IT, engineering, operations and senior management.
• Achieve agreed revenue, gross margin and pipeline targets.

OT Cybersecurity Solutions

• Sell ITSEC’s OT cybersecurity consulting, assessment, implementation and managed security services.
• Understand customers’ OT environments, cybersecurity challenges and business requirements.
• Work closely with the OT Director, OT Presales and technical teams to develop appropriate solutions.
• Position ITSEC’s capabilities across OT security assessments, architecture, network security, monitoring, vulnerability management, incident readiness and other OT cybersecurity services.
• Understand key OT cybersecurity frameworks and standards such as IEC 62443 and NIST, and their relevance to customers, well enough to build credibility — detailed technical solution design remains owned by Presales.
• Maintain working awareness of ITSEC’s key OT security technology partners (e.g. Claroty, Nozomi Networks, Dragos, Fortinet OT Security, or equivalent) to position joint value propositions with customers.

Account Development

• Develop strategic relationships with major industrial and critical infrastructure customers.
• Identify cross-selling opportunities between ITSEC’s OT cybersecurity and broader cybersecurity capabilities.
• Develop account plans for priority customers and sectors.
• Maintain visibility over customer projects, budgets, procurement cycles and upcoming cybersecurity requirements.
• Build long-term customer relationships beyond individual opportunities.

Partners & Ecosystem

• Work with technology vendors, distributors and strategic partners to develop OT opportunities.
• Build joint account plans and go-to-market initiatives where relevant.
• Coordinate with ITSEC’s Sales, Presales and Delivery teams to ensure effective opportunity development and execution.

Commercial Management

• Prepare and coordinate commercial proposals, quotations, tenders and negotiations — covering pricing, terms and deal structure, in coordination with Presales on technical scope and Bills of Materials.
• Ensure opportunities are properly qualified and commercially viable.
• Maintain accurate pipeline, forecast and opportunity information.
• Monitor deal profitability and ensure appropriate gross margins.
• Coordinate closely with Presales and Delivery to ensure customer commitments can be effectively delivered.

• 7+ years of B2B technology, cybersecurity or industrial solutions sales experience, ideally with direct exposure to OT/ICS cybersecurity.
• Proven track record of developing and closing enterprise opportunities against quota.
• Experience selling to industrial companies or critical infrastructure organizations.
• Existing network within sectors such as energy, oil & gas, manufacturing, utilities, mining, transportation or critical infrastructure is a strong advantage.
• Good understanding of OT/ICS environments and cybersecurity concepts.
• Familiarity with IEC 62443, NIST, SCADA, DCS, IC S and OT security operations and terminologies.
• Strong commercial, negotiation and account management skills.
• Able to engage both senior business stakeholders and technical teams.
• Comfortable working closely with technical Presales and Delivery teams, and clear on where commercial ownership ends and technical ownership begins.
• Strong English and Bahasa Indonesia communication skills.
• Willingness and ability to travel to customer sites, industry events and conferences as required.