Responsable de cuentas estratégicas

OPSWAT, Inc.; United States; Remote; USD 150,000 - 190,000; Full time

Job summary

OPSWAT is seeking a Strategic Account Executive to drive the sales pipeline, manage a Western US book of business, and grow revenue in cybersecurity across Manufacturing and Non-Named Verticals. You will hunt, solution, propose, and close net new revenue while protecting and expanding existing accounts.

This is a remote role based in the Western United States, with required travel to customers, channel partners, and company events as needed, and a focus on MEDDPICC-based complex enterprise deals.

Qualifications

• 7+ years cybersecurity sales experience.
• Experience selling complex solutions to enterprise customers.
• History of overachievement with Presidents Club or MVP awards.
• Strong knowledge of MEDDPICC and advanced selling methodologies.
• Accurate pipeline management and forecasting.

Responsibilities

• Identify and target Enterprise businesses (> $1.5B revenue) with OPSWAT products using prospecting tools.
• Collaborate with channel partners to identify and pursue new clients.
• Develop thought leadership and trusted advisory relationships with partners, customers, and prospects.
• Develop and execute sales strategies to sell OPSWAT products and services to exceed quotas.
• Forecast and report revenue projections to management; maintain account detail in Salesforce.
• Overachieve on annual quota, measured quarterly.

Skills

Cybersecurity sales

Enterprise sales

MEDDPICC knowledge

Forecasting

Channel collaboration

Education

Bachelor's degree

Tools

Salesforce

6Sense

ZoomInfo

Navigator

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

OPSWAT is looking for a Strategic Account Executive to drive the sales pipeline, manage a book of business, and grow revenue in Western North America. We specifically seek professionals with a track record of hunting, solutioning, proposing, and closing net new revenue primarily within the Manufacturing and Non-Named Verticals. In addition, the ideal candidate will have a successful track record managing, protecting, and growing an existing account base.

This is a remote position and must be based in the Western United States.

What You Will Be Doing

• Identify and target Enterprise businesses (> $1.5B revenue) with known propensity to purchase OPSWAT products using 6Sense, ZoomInfo, Navigator, and other prospecting tools.
• 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.
• Communicate value propositions to partners and customers that speak intimately to their needs and requirements.
• 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.
• Overachieve on annual quota, measured quarterly.

What We Need From You

• Reside in the Western United States.
• Have 7+ years cybersecurity sales experience.
• Bachelor's degree (preferred, not required) or relevant work experience.
• Experience selling complex solutions to enterprise customers.
• History of overachievement plus multiple President's club and/or MVP awards.
• Strong knowledge of MEDDPICC and other advanced selling methodologies.
• Highly accurate pipeline management and forecasting expertise.
• Ability to travel as necessary to customers, channel partners, and company meetings/events.

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.