Global 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 role is responsible for building and managing direct and indirect sales channels throughout North America, including sellers, solution architects and customer success. In addition this role will work closely with the product team to deliver insight into what the marketplace is saying and collaborate on crafting solutions for the marketplace. This person will also collaborate with the marketing team to build processes and programs that evangelize the company’s value to the marketplace and that generates leads.  

Requirements

• Develop and implement a revenue generation strategy to ensure attainment of sales growth goals for product and services, both NRR and MRR services, to include: 3-5 year growth targets, sales compensation plans and incentives (Quota, SPIFFs, etc.).
• Align with current engineering talent and market shifts as appropriate.
• Define the client vertical strategy for sales.
• Vendor partner plan (Manage new and ongoing relationships).
• 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 and go-to-market strategies to ensure achievement of company’s revenue targets.
• Recruit and manage sales personnel in growth markets.
• Establish clear key performance indicators.
• Track performance metrics and generate sales analysis.
• Hold sellers accountable to KPI’s.
• Coach and support 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.
• Implement processes, tools and systems for salesforce automation and customer relationship management.
• Develop and Manage Sales Operating Budget.
• Manage and Develop Regional Sales Managers and Sales Support Manger.
• 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 and the client delivery teams by providing leadership, partnering in the development of account growth strategies, and deepening relationships with client organizations.
• Conduct regular field travel with direct reports, providing sales process coaching and product training and attend trade shows and conferences when needed.
• 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.
• Assist with recruiting to fill any open sales positions.
• Conduct quarterly business reviews for each territory and annual performance reviews and deliver documented feedback to the individuals.

Required Skills & Competencies

• Strong communication skills, both written and verbal.
• Strong presentation skills with demonstrated ability to communicate with the sales team, customers and channel partners.
• Proven sales, marketing and business development experience in the IT, OT and cybersecurity industry.
• Proven ability to articulate the distinct aspects of products and services and position them as differentiators in the marketplace.
• Demonstrable experience in developing client-focused, profitable, and differentiated solutions.
• Start-up experience highly preferred.

Required Experience & Education 

• 10+ Years of accomplished sales management/leadership experience.
• Bachelor's degree, preferably in business, computer science, marketing, or related fi