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 Commercial Account Executive to drive the sales pipeline, manage a book of business, and grow revenue in designated regions of North America. We specifically seek professionals with a track record of hunting, solutioning, proposing, and closing net new revenue primarily within critical infrastructure industries such as energy, finance, manufacturing and technology. In addition, the ideal candidate will have a successful track record managing, protecting, and growing an existing account base.
This position is onsite in our San Francisco office, remote work not provided for this position.
What You Will Be Doing
- Identify and target Commercial businesses (under $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 designated territory, Tampa, or San Francisco
- Have 3+ years cybersecurity sales experience.
- Bachelor’s degree (preferred, not required) or relevant work experience.
- Experience selling complex solutions to commercial 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.
We have a market-based pay structure which varies by location. The base pay for this position is dependent on location as outlined below, as well as the knowledge, skills, and experience of the candidate. In addition to base pay, this role is eligible for commission and benefits, and eligible for equity.
San Francisco - Base Pay Range: $90,000 - $110,000.
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.
