Cybersecurity Sales Manager

Schweitzer Engineering Laboratories, Inc.; Alpharetta (GA); On-site; USD 120,000 - 177,000; Full time

Benefits offered by this job

Competitive pay

Superior benefits

Employee-owners (ESOP)

Job summary

Schweitzer Engineering Laboratories, Inc. is seeking a Sales Manager to own the business and technical aspects of strategic selling for critical OT cybersecurity solutions.

You will engage with executives and technical teams, map business value, and drive multi-region opportunities. Based in Charlotte, NC or Alpharetta, GA, you will lead pricing discussions, build strong partnerships, and expand the SEL footprint with major utility customers.

Qualifications

• Demonstrated success selling cybersecurity hardware, software and services to electric utilities.
• Deep technical discussion capability with executives and technical peers.
• Strong ability to map business value to customer drivers and negotiate at senior levels.

Responsibilities

• Sell SEL cybersecurity solutions to large utility customers and regions.
• Lead strategic account planning and regional sales initiatives.
• Develop and present custom demonstrations based on discovery.
• Partner with internal teams to optimize pricing and contracts.
• Build trusted advisor relationships and expand the customer base.

Skills

Cybersecurity sales

Territory growth

Executive-level talks

Communication skills

Presentation skills

Travel 50%

Team collaboration

Education

Bachelor's degree in Computer Science or Electrical Engineering

Equivalent work experience in technical sales

Job description

SEL’s Cyber Services team is seeking an experienced Sales Professional to own and drive the business and technical aspects of strategic selling. You will be partnering with a strong team of peers to differentiate the SEL solutions from our competitors, create lasting customers by positioning the unique business value they are looking for and most importantly, create trusted advisor relationships with SEL throughout your area of influence.

Your Opportunity

Become an OT security SME and advisor to some of the world’s largest organizations.

Meet with prospective clients to discover what their biggest security challenges and highest priority business drivers are. Map SEL’s unique business value and differentiators to their challenges and business drivers. Perform custom portfolio demonstrations based on strong discovery questions and real intel. Partner with like-minded peers across SEL to build exceptionally strong teams and shared knowledge. Influence product directions, make a difference and be part of SEL’s growth and leadership in the ever faster-moving world of cybersecurity.

Maintain and develop the existing client base through regional marketing and direct sales activities. Identify, qualify and develop new opportunities through prospecting and networking. Execute a sales strategy to provide high value solutions and grow business. Lead pricing and commercial strategy discussions. Understand the true requirements and objectives of customers. Determine, communicate and deliver the optimal SEL solution that best meets their needs. Maintain strong knowledge of all SEL products and solutions, and teach customers and sales teams SEL technology and innovation. Collect, analyze and report industry, competitor and customer trends to the greater SEL organization. Drive strategic account and regional sales planning processes. Lead discussions with customers that optimize commercial relationships at executive levels. Active participant in the development and optimization of business tools to maintain customer relationship information, opportunity tracking and sales activities.

Required Qualifications

• Cybersecurity hardware, software, and services sales experience selling to electric utility companies
• 10 or more years of experience in sales
• Demonstrated success growing sales within a territory
• Skill and confidence in leading discussions from a deep technical level to the executive level
• Effective and engaging communication skills
• Excellent presentation, written, and verbal communication skills
• Ability to learn new skills and assume new responsibilities
• Ability to work cooperatively in a team environment
• Willingness to travel where and when needed, typically around 50% on average

Preferred Qualifications

• Experience using SEL products
• Experience in the OT security field
• Utility and Industrial industry experience
• Knowledge of compliance standards (e.g., NERC CIP, NIST, IEC)
• B.S. in Computer Science, Electrical Engineering or related discipline, or equivalent combination of education and/or work experience in technical sales
• CISSP or other security-related certifications

Location: This position is based in either Charlotte, NC or Alpharetta, GA.

Pay Range: $119,700 - $176,900 annually

We set starting pay based on job-related factors such as your experience, training, knowledge, and skills. We are looking to fill this position at the Sales Manager level, and we welcome applicants with a range of experience. Depending on your background, we may consider you for a different level, with compensation aligned accordingly.

• Competitive pay.
• Superior benefits.
• Inspiring work.
• People are at the core of our company and we hire employee-owners.
• We welcome you to learn more about how we support employees.
• We’re 100% employee owned.
• Retirement benefits include an employer funded stock ownership plan (ESOP) and personal 401(k) options.
• We offer top tier medical, prescription, dental, vision, life, and disability insurance.
• We recognize the importance of a healthy life balance and offer: 10 paid holidays, annual vacation accrual starting at 12 days, 9 paid sick days, and paid family and medical leave that covers 90% of your pay.
• We foster growth and development of our employees through avenues such as STEM courses, apprenticeships, tuition assistance, and engineering development programs.
• Ask our team about other benefits including wellness, fertility, adoption, and flexible spending benefits.

SEL is an Equal Opportunity Employer: Vets/Disabled.

SEL invents, designs, and builds digital products and systems that protect power grids around the world. This technology prevents blackouts and enables customers to improve power system reliability and safety at a reduced cost. A 100 percent employee-owned company headquartered in Pullman, Washington, SEL has manufactured products in the United States since 1984 and now serves customers worldwide. Our mission is simple: to make electric power safer, more reliable, and more economical.