Senior Territory Manager – OT Cybersecurity

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

📋 Description

• Comprehend the industry drivers, business imperatives, and organizational structures of clients to formulate strategies for growth, maintenance, and management that enhance business outcomes and solution sales.

• Develop, manage, and spearhead sales initiatives for blended offerings aimed at achieving cybersecurity growth objectives.

• Facilitate customer-facing proof of concepts and sales efforts to secure and finalize business deals.

• Engage with client executives as a strategic change agent, providing guidance on a framework-based approach to long-term cyber risk mitigation.

• Drive the acquisition of new customers, secure new logos, and broaden the cybersecurity business across various accounts.

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

• Align solutions with the business objectives and organizational priorities of customers.

• Meet Annual Operating Plan targets for orders, revenue/gross margin, and profit while adhering to pricing and go-to-market policies.

• Offer client advisory services, strategic account planning, management of quarterly results, and long-term goal oversight.

• Identify opportunities for business improvement and provide consultative support within client operations.

• Build and manage client relationships as an advisor and advocate.

• Maintain precise records in Salesforce.com, including opportunity reviews, win/loss analysis, pipeline funnel management, forecasting, and lead generation.

• Achieve regional objectives for margin, orders, revenue, and planning.

• Provide revenue forecasts to management based on active pipeline, pursuing, and committed categories.

• Deliver year-over-year growth in margin, orders, and revenue for the Buildings Cybersecurity business.

⛳️ Requirements

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

• A minimum of 8 years of industry experience in Operational Technology Cybersecurity, Cybersecurity, SaaS in the cyber sector, Enterprise Cloud, ICT, applications in critical infrastructure, or Industrial Controls markets.

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

• A valid Canadian driver’s license.

• Willingness to travel up to 50% across Canada.

• Familiarity with the ISA/IEC 62443 Standard and the NIST Cybersecurity Framework.

• ITIL – IT Service Management Certification.

• Six Sigma Green Belt or higher certification.

• Information Security accreditation, such as CISSP or an equivalent certification.

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

• Knowledge of the local market and 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 sales-growth strategies.

• Strong negotiation skills, including the ability to identify latent client needs, negotiate complex sales, and articulate total-value offerings.

• Excellent interpersonal, communication, and presentation abilities.

🏝️ Benefits

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

• Paid time off and statutory holidays in accordance with Canadian labor regulations.

• Retirement plan (subject to regional policies).

• Opportunities for career advancement within a global organization.

• Professional development programs and ongoing learning opportunities.

• Eligibility for incentives.