Regional Sales Manager (Government Sector)

OPSWAT is a global cyber security company providing solutions for enterprises since 2002 to identify, detect, and remediate advanced security threats from data and devices coming into and out their networks. Trusted by over 1,000 organizations worldwide and with over 30 anti-malware engines, 100+ data sanitization engines and more than 25 technology integration partners, OPSWAT is a pioneer and leader in data sanitization, vulnerability detection, multi-scanning, device compliance, and cloud access control.

The Position

Responsibilities of the Regional Sales Manager will include : learning the OPSWAT technology; developing and implementation of a strategic account plans targeting deployments of our cybersecurity platforms and solutions to Government (local and central) and the Security Services sectors which includes military, defense, intelligence & police ; building relationships inside a target account and with Channel / SI Partners; leveraging company resources; and closing business and celebrating success. The ideal candidate will have multiple years of continually exceeding sales quotas while forecasting accurately and selling Cyber Security 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 5-10 years of experience successfully selling technology products and solutions to business

You have a Bachelor’s degree, preferably in a technical discipline or 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 are able to 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.