Senior Territory Manager – OT Cybersecurity

This is a fully remote position, open to applicants in Canada.

📋 Description

• Comprehend clients’ external industry influences, business needs, and organizational dynamics to formulate growth, maintenance, and management strategies.

• Create, oversee, and spearhead sales initiatives in blended offerings that align with Cybersecurity growth objectives.

• Direct customer-facing proof of concepts and various sales strategies to compete effectively and secure business.

• Engage with executive-level client contacts to provide guidance on framework-based, long-term cyber risk mitigation strategies.

• Propel new customer acquisition, secure new logos, and enhance the Cybersecurity business portfolio.

• Develop growth strategies for key enterprise accounts by identifying, qualifying, and executing account expansion initiatives.

• Meet Annual Operating Plan targets for orders, revenue/gross margin, and profit.

• Oversee strategic account planning, quarterly performance, and long-term client objectives.

• Identify opportunities for business improvement and offer consultative support.

• Cultivate and manage client relationships as a trusted advisor and advocate.

• Maintain Salesforce.com CRM records, conduct opportunity reviews, perform win/loss analysis, manage pipeline funnel, and oversee forecasting and lead generation.

• Deliver on regional margin, orders, revenue, and growth objectives.

• Forecast revenues to management utilizing active pipeline, pursuing, and commitment categories.

⛳️ Requirements

• Bachelor’s degree in a Business or Engineering-related field.

• Minimum of 8 years of industry experience in Operational Technology Cybersecurity, Cybersecurity, Software as a Service (SaaS) within the cyber domain, Enterprise Cloud, ICT, and Applications in critical infrastructure and Industrial Controls markets.

• At least 3 years of direct experience in software and security sales and demand generation within the enterprise market.

• Valid Canadian driver’s license.

• Willingness to travel up to 50% across Canada.

• Proficient understanding of ISA/IEC 62443 Standard and NIST Cybersecurity Framework.

• ITIL – IT Service Management Certification.

• Six Sigma Green Belt or higher certification.

• Information Security accreditation (CISSP or equivalent).

• 8 years of sales experience in Operational Technology, Cybersecurity, and Sales.

• Familiarity with the local market and an understanding of the opportunity landscape.

• Experience in cross-selling and consultative selling.

• Proven track record of selling to C-Level Executives.

• Demonstrated executive presence, influence, and leadership within client organizations.

• Proven ability to develop and implement strategies for sales growth.

• Strong negotiation skills for complex sales and comprehensive value offerings.

• Exceptional interpersonal, communication, and presentation skills.

🏝️ Benefits

• Comprehensive health benefits, including medical, vision, dental, and mental health coverage.

• Paid vacation and statutory holidays in alignment with Canadian labor standards.

• Retirement plan (based on regional policy).

• Opportunities for career advancement within a global organization.

• Professional development programs and ongoing learning opportunities.

• Eligibility for incentives.