Industrial Cybersecurity Sales Manager

Description

W-Industries is an energy service company that specializes in Automation Solutions, I&E Construction Services, Power Generation and Packaged Equipment for the Energy and Industrial markets. Our expertise encompasses the full spectrum of system technologies from pneumatic - hydraulic control systems to state-of-the-art programmable solutions to chemical injection systems, and everything in-between. 

The ICS Sales Manager will be the main driver of the sales process, working closely with the technical personnel and broader W-Industries business development team to provide pre-sales support, define and pursue a potential customer base, deliver compelling demonstrations of Sekurinova’s (W-Industries Managed Cybersecurity Service Offering) cybersecurity solutions, and aid the ICS Director in closing deals and contracts. This role is crucial in translating customer needs into technical requirements and showcasing how Sekurinova’s platform can address those needs while illustrating the value provided. You will work closely with prospects and clients to ensure a smooth, technically sound buying journey, ensuring that Sekurinova’s solutions align with their security goals. 

Requirements

• Bring an existing knowledge of the industry and landscape to help define a target customer base for development.
• Collaborate with the team to understand customer requirements and provide technical expertise during the sales process.
• Lead product demonstrations, workshops, and proof-of-concept sessions, showcasing cybersecurity solutions.
• Analyze customer requirements and design customized solutions that align with their security architecture and business objectives.
• Technical Expertise: Act as product champion for Sekurinova’s solutions, ensuring in-depth knowledge of the platform and its technical advantages.
• Develop technical proposals and presentations, responding to RFPs and RFIs.
• Work closely with product, engineering, and customer success teams to ensure that customer feedback is incorporated into product development.
• Provide training and onboarding support to customers to ensure they are fully equipped to utilize Sekurinova’s platform post-sale.
• Stay current with industry trends, emerging technologies, and competitive offerings in the cybersecurity and OT/IT security space.
• Analyze market trends, ‘voice of the customer’ and competitive dynamics and collaborate with company leadership and the Solutions Roadmap Team to develop strategic initiatives.
• Develop and implement a channel strategy that profitably expands the company’s marketplace reach and sales.
• Develop and implement marketing strategy to increase brand awareness, generate leads and support sales.
• Define, monitor and managed sales objectives, plans, quotas. 
• Establish clear key performance indicators.
• Track performance metrics and generate sales analysis.
• Hold sellers accountable to KPI’s.
• Coach and support broader W sales team towards achievement of sales objectives and revenue / GP targets.
• Direct engagement on key accounts and opportunities as well as key marketplace relationships.
• Report monthly / quarterly results to leadership.
• Collaborate effectively with other key leaders in Solutions, Operations and Marketing.
• Develop and Manage Sales Operating Budget.
• Provide thought leadership within our organization regarding effective selling practices and approaches.
• Build and nurture new relationships within existing clients and prospects at senior levels of the organization who are influencers, decision makers and/or budget holders. 
• Collaborate with sales colleagues by providing leadership, partnering in the development of account growth strategies, and deepening relationships with client organizations.
• Implement effective selling and training tools for the entire sales force, including deployment of CRM platform.
• Identify, qualify, and prioritize sales leads; maintain accurate records of activities using CRM.
• Collect and update the company officers with accurate sales forecast data.
• Must have a detailed understanding of product profitability and business financials.

Skill Requirements

• Strong understanding of cybersecurity concepts, including firewalls, SIEMs, threat detection, vulnerability management, and incident response.
• Proficiency in developing and delivering technical presentations and demos to both technical and non-technical audiences.
• Excellent problem-solving skills with the ability to address customer challenges creatively.
• Ability to explain complex technical concepts in simple terms and tailor messages to different audiences.
• Experience with RFP/RFI responses, proposal writing, and technical documentation.