Regional Sales Manager

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 seasoned and technically strong Regional Sales Manager - Federal/Government. 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.

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.

Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.