Account Executive (Utilities)

OPSWAT; United States; Remote; USD 120,000 - 190,000; Full time

Job summary

OPSWAT is seeking a Strategic Account Executive to drive the sales pipeline and grow revenue in the Utilities vertical. You will hunt, engage, and close with large utilities in the Americas, while protecting and expanding an existing book of business.

This role requires a proven cybersecurity sales background, MEDDIC proficiency, and the ability to manage complex enterprise deals across the region. Travel is anticipated as needed.

Qualifications

• Experience selling cybersecurity or enterprise software to Utilities.
• 7+ years of cybersecurity sales experience.
• Bachelor’s degree or equivalent work experience.
• Proven track record of Presidents Club/MVP awards.
• Experience selling complex solutions to large enterprises (>$2.5B).
• Strong MEDDIC and pipeline forecasting skills.
• Willingness to travel to customers and events.
• Stable employment history.

Responsibilities

• Identify and win new Enterprise (> $1.5B) utilities customers.
• Manage, protect, and grow existing account base.
• Maintain account data in Salesforce with win plans and touchpoints.
• Forecast revenue projections accurately for management.
• Collaborate with channel partners to pursue new clients.
• Develop thought leadership and advisory relationships.
• Develop and execute sales strategies to exceed quotas.
• Overachieve on annual quota, measured quarterly.

Skills

Utilities sales experience

MEDDIC knowledge

Forecasting

Pipeline management

Travel readiness

Relationship building

Enterprise selling

Track record of overachievement

Education

Bachelor’s degree (preferred)

Job description

OPSWAT, a global leader in IT, OT, and IC S 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

OPSWAT is looking for a Strategic Account Executive to drive the sales pipeline, manage a book of business, and grow revenue in the Utilities vertical. Your mission: find, grow and engage with customers, partners and internal stakeholders to provide value to the largest Utilities in the Americas! We specifically seek professionals with a track record of hunting, solutioning, proposing, and closing net new revenue primarily within the Utilities verticals. In addition, the ideal candidate will have a successful track record managing, protecting, and growing an existing account base.

Why This Role Matters

This isn’t just another sales role. This role will provide input on strategy and growth while providing our customers with solutions that help keep North America running. Our leadership is looking for a true utilities professional to make an impact on OPSWAT and our customers’ business!

What You Will be Doing

• Identify, target, and win new Enterprise (>$1.5B) customers with known propensity to purchase OPSWAT products
• Manage, protect, and grow an existing account base.
• Maintain extensive account and opportunity detail in Salesforce CRM, including account win plans, customer touchpoints, sales inhibitors, etc.
• Forecast and report revenue projections accurately to management.
• Collaborate with channel partners to identify and jointly pursue new clients.
• Develop thought leadership and a trusted advisory relationship with your partners, customers, and prospects.
• Develop and execute sales strategies and tactics to sell OPSWAT products, solutions, and services to exceed your sales quotas.
• Overachieve on annual quota, measured quarterly.

What We Need from You

• Previous success and relationships selling to Utilities companies.
• Have 7+ years cybersecurity sales experience.
• Bachelor’s degree (preferred, not required) or relevant work experience.
• Experience selling complex solutions to enterprise customers (> $2.5B annual sales)
• History of overachievement, evidenced by multiple President’s club and/or MVP awards.
• Strong knowledge and utilization of MEDDIC and other selling methodologies.
• Highly accurate pipeline management and forecasting expertise.
• Ability to travel as necessary to customers, channel partners, and company meetings/events.
• Previous stable employment history.

Ready to lead the charge in cybersecurity sales?

Join a team that’s transforming how the world protects its most critical assets. Let’s build something extraordinary—together.

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.