Strategic OT Cybersecurity Sales Leader

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

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.