Regional Sales Manager
1 day ago
The Position
OPSWAT is looking for a seasoned and technically strong Regional Sales Manager - Federal/Government in Canberra. The Regional Sales Manager's primary role is to expand the footprint of OPSWAT's customer base primarily via the recruitment and close management of a value-added channel ecosystem, while, in parallel, actively participate in customer-facing actions (from prospecting to opportunity creation, advancement, and closure) alongside channel partners.
Responsibilities of the Regional Sales Manager will include learning the OPSWAT technology, developing and executing a strategic account plan aimed at deploying our Cybersecurity platforms and solutions in the Federal and Government Sector, building relationships within a target account and with channel/SI partners; leveraging company resources and closing deals and celebrating successes. The position reports to the Regional Sales Director and will have daily interface /coordination/collaboration with Channel Manager, SDR and APAC Marketing. The ideal candidate will have a multi-year track record of consistently exceeding sales quotas, while accurately forecasting and selling cybersecurity solutions.
What You Will Be Doing
Strategically target business opportunities that leverage high value use cases, in key verticals
Develop and execute sales strategies and tactics to sell OPSWAT products, solutions, and services to exceed your sales quotas
Communicate value propositions to clients that speak intimately to their needs and requirements
Utilize client-centric, solutions-oriented selling strategies and hunter's mentality to identify, qualify, convert enterprise sales
Effectively articulate financial ROI/TCO value, and build value throughout the negotiation process
Maintain extensive account and opportunity detail in Salesforce CRM, including account win plans, customer touch points, sales inhibitors, etc.
Forecast and report revenue projections accurately to management
Overachieve on annual quota, measured quarterly
What We Need From You
You have 7-10 years of experience successfully selling Cybersecurity technology products and solutions to enterprise accounts and Federal/Government accounts in Australia
You have a bachelor's degree and equivalent experience
You have a successful track record selling complex-solutions directly to enterprise customers and through Channel/SI Partners
You're persuasive and have excellent negotiation and presentation skills. You can effectively communicate with both technology-oriented and senior business executives at the "C" level and are comfortable articulating the technical and business value of the OPSWAT platforms.
Your work is a mix of strategic and proactive account activity, and you have a demonstrated ability of uncovering, qualifying, developing, and closing new accounts
Ability to set goals, prioritize tasks, and achieve success with minimal oversight in a sometimes-ambiguous work environment.
You keep your pipeline accurate, and your forecast updated for management
You possess, at minimum, a fundamental understanding of security threats, solutions, and security tools.
You have excellent time management skills, and work with high levels of autonomy and self-direction
You're highly competitive, ramp quickly, are extremely adaptive, and pride yourself on exceeding sales goals
You can travel as necessary to your assigned accounts, and to Company meetings.
Highly ethical and professional personal conduct.
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