OT Cybersecurity Sales Manager

7-9 Years

Job Description

Responsibilities

Business Development & Sales

Develop and execute the sales strategy for ITSEC's OT cybersecurity business.
Build and manage a qualified pipeline of OT cybersecurity opportunities.
Identify and develop opportunities within existing ITSEC accounts as well as new customers.
Own the sales cycle from prospecting and qualification through proposal, negotiation and closing, working with Presales on technical content and commercial terms.
Develop relationships with key decision-makers across cybersecurity, IT, engineering, operations and senior management.
Achieve agreed revenue, gross margin and pipeline targets.

OT Cybersecurity Solutions

Sell ITSEC's OT cybersecurity consulting, assessment, implementation and managed security services.
Understand customers OT environments, cybersecurity challenges and business requirements.
Work closely with the OT Director, OT Presales and technical teams to develop appropriate solutions.
Position ITSEC's capabilities across OT security assessments, architecture, network security, monitoring, vulnerability management, incident readiness and other OT cybersecurity services.
Understand key OT cybersecurity frameworks and standards such as IEC 62443 and NIST, and their relevance to customers, well enough to build credibility — detailed technical solution design remains owned by Presales.
Maintain working awareness of ITSEC's key OT security technology partners (e.g. Claroty, Nozomi Networks, Dragos, Fortinet OT Security, or equivalent) to position joint value propositions with customers.

Account Development

Develop strategic relationships with major industrial and critical infrastructure customers.
Identify cross-selling opportunities between ITSEC's OT cybersecurity and broader cybersecurity capabilities.
Develop account plans for priority customers and sectors.
Maintain visibility over customer projects, budgets, procurement cycles and upcoming cybersecurity requirements.
Build long-term customer relationships beyond individual opportunities.

Partners & Ecosystem

Work with technology vendors, distributors and strategic partners to develop OT opportunities.
Build joint account plans and go-to-market initiatives where relevant.
Coordinate with ITSEC's Sales, Presales and Delivery teams to ensure effective opportunity development and execution.

Commercial Management

Prepare and coordinate commercial proposals, quotations, tenders and negotiations — covering pricing, terms and deal structure, in coordination with Presales on technical scope and Bills of Materials.
Ensure opportunities are properly qualified and commercially viable.
Maintain accurate pipeline, forecast and opportunity information.
Monitor deal profitability and ensure appropriate gross margins.
Coordinate closely with Presales and Delivery to ensure customer commitments can be effectively delivered.

Requirements

7+ years of B2B technology, cybersecurity or industrial solutions sales experience, ideally with direct exposure to OT/ICS cybersecurity.
Proven track record of developing and closing enterprise opportunities against quota.
Experience selling to industrial companies or critical infrastructure organizations.
Existing network within sectors such as energy, oil & gas, manufacturing, utilities, mining, transportation or critical infrastructure is a strong advantage.
Good understanding of OT/ICS environments and cybersecurity concepts.
Familiarity with IEC 62443, NIST, SCADA, DCS, ICS and OT security operations and terminologies.
Strong commercial, negotiation and account management skills.
Able to engage both senior business stakeholders and technical teams.
Comfortable working closely with technical Presales and Delivery teams, and clear on where commercial ownership ends and technical ownership begins.
Strong English and Bahasa Indonesia communication skills.
Willingness and ability to travel to customer sites, industry events and conferences as required.