Regionaler Vertriebsleiter - Westindien (Mumbai oder Kalkutta)

OPSWAT, Inc.; India; On-site; INR 1,200,000 - 2,400,000; Full time

Job summary

OPSWAT, Inc. in Mumbai, India is seeking an Account Manager to drive client retention and growth across assigned accounts and regions. You will develop retention plans, negotiate renewals, and align with cross-functional teams to maximize revenue and ROI.

The role requires 3+ years in tech product sales, strong English, and a track record of exceeding sales quotas. Travel to assigned accounts and company meetings is expected.

Qualifications

• 3+ years of successful technology product sales to businesses.
• Bachelor’s degree, preferably in a technical discipline.
• Track record of managing mid-market accounts.
• Excellent negotiation and presentation skills.
• You are self-motivated with a drive to advance responsibilities.

Responsibilities

• Build and execute account retention plans to reach retention goals.
• Lead collaborative efforts with cross-functional teams for retention.
• Understand client value propositions and needs.
• Develop trusted client relationships to secure revenue.
• Coordinate with Solution Engineers and Customer Success for reviews.
• Articulate ROI and value during renewal negotiations.
• Maintain accurate account and opportunity data in Salesforce.
• Leverage cross-functional resources to hit retention quotas.
• Forecast revenue and provide a predictable pipeline.
• Overachieve on annual quota, measured quarterly.

Skills

Technology sales

Account management

Negotiation

Presentation skills

English proficiency

Education

Bachelor's degree

Tools

Salesforce

Job description

Protecting the World’s Critical Infrastructure

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 Account Manager is responsible for managing client retention cycles and executing account retention and growth plans to exceed targets in assigned accounts and regions.

This position will be located in our Mumbai, India.

Your responsibilities will include the development and implementation of account retention and expansion plans to secure deployments of our Cybersecurity product. You will build the right relationships inside target accounts, know how to leverage your company resources to the fullest, and negotiate and close retention and growth opportunities.

The ideal candidate will have previous work experience as a member of a corporate sales team, a career track record of exceeding sales quotas, and a drive to be a “Captain” in a collaborative selling environment. Candidates selling into critical infrastructure and data diode sales experience are given a preference.

What You Will Be Doing

• Build and execute account retention plans for assigned accounts to reach gross and net retention goals.
• Set the pace in a collaborative sales environment. Help to coach and lead team members in the execution of retention plans.
• Understand each client's current value propositions and be able to speak intimately about their current and future needs and requirements.
• Develop trusted relationships with clients to protect ongoing revenue streams.
• Leverage Solution Engineers and Customer Success to drive regular account reviews with clients and provide strategies to maximize ROI.
• Effectively articulate financial ROI/TCO value and build value throughout the renewal negotiation process.
• Maintain extensive and accurate account and opportunity level detail in Salesforce CRM, including account retention plans, client engagement activities, sales inhibitors, etc.
• Leverage all cross-functional resources to achieve your retention quotas: including Executive management, Inside Sales Development, Customer Success, Field and Event Marketing, Sales Operations, and others.
• Forecast and report revenue projections to management and deliver a predictable pipeline to drive forecast accuracy.
• Overachieve on annual quota, measured quarterly.

What We Need From You

• High proficiency in English.
• You have a minimum of 3 years successfully selling technology products and solutions to businesses.
• You have a bachelor’s degree, preferably in a technical discipline or equivalent experience.
• You have a successful record of accomplishment managing mid-market accounts.
• You are comfortable working through structured retention cycles as well as developing and executing tailored account retention plans.
• You are self-motivated and have a passion to succeed and earn more responsibility.
• You have an innate passion to learn. We are constantly seeking to better understand each client’s security position, needs, and strategies.
• You are an active listener and have excellent negotiation and presentation skills. You can effectively communicate with both technology-oriented and senior business executives and are comfortable articulating the technical and business value of the MetaDefender & MetaAccess platforms.
• Ability to set goals, prioritize tasks, and achieve success with minimal oversight.
• You keep your pipeline accurate, and your forecast updated for management.
• You possess a fundamental understanding of security threats, solutions, and security tools.
• You are 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.