Senior Sales Manager – OT & IIoT Cybersecurity

What if you can safeguard the future of all technologies?
Today, most of the systems are connected, automated, and remotely monitored/controlled. Be it Industrial or commercial, automation with connectivity has a huge impact on evolving sectors including HealthTech, Industry 4.0, Satellite, Defense/Military, 5G, and Smart cities. These are prone to cyberattacks due to various limitations in computation, bandwidth, and advances in Quantum computing.
Microsec (www.usec.io) is a fast-growing Singapore based company that has built an enterprise cybersecurity platform that protects against such attacks by facilitating mathematical and computationally optimized encryption algorithms supporting Post-Quantum Cryptography with Machine Learning. To protect from Zero-day attacks, the platform also enables a Machine-learning/AI-based Anomaly detection system that can run on the smallest microcontrollers to the largest supercomputers. An incredible team of various scientists and engineers from across the world has joined the incredible journey to build this technology. The team is looking for its next rockstar candidates to take the company to the next level and safeguard the future of all technologies.
The team is looking for its next rockstar candidates to take the company to the next level and safeguard the future of those technologies which impact us all.

What you’ll do
Sales & Business Development

• Look for new customers, build an effective pipeline and identify opportunities for Microsec cybersecurity product suites
• Analyze market trends for OT & IIoT cybersecurity; do competitor analysis; identify unique propositions for customers to add value
• Develop and implement sales strategies for new customers and nurture existing business
• Prioritizing key accounts and establishing strong contacts with existing customers and growing the business within the account
• Create sales & solution proposals; and make presentation slides for partners/customers
• Drive the entire sales process from targeting accounts, identifying solutions and to closing the sale
• Build and nurture partners, promote cross-sales, and enable value add-ons.
• Conduct demo & training of the product and solution, articulate the unique value proposition
• Work cross-functionally within the company to communicate with all stakeholders to ensure customers' success
• Support the Marketing team in providing relevant materials for publishing
• Provide feedback to the Microsec product team regarding feature requests and customer feedback
• Analyze market trends for OT & IIoT cybersecurity and do competitor analysis
• Participating in events and conferences; conducting workshops & seminars
• Acting as a thought leader in the cybersecurity domain within the given region
• Maintaining a healthy pipeline on CRM and submission of weekly and monthly reports
• Achieve the quarterly and yearly target (sales, workshops, and other activities) based on the set KPI

Who you are

• Must have more than 5 years of work experience as a Cybersecurity Sales Manager or relevant role in the Cybersecurity domain
• Experience selling integrated cyber security solutions in large or complex deals in the commercial sector ($500K+).
• Must have knowledge of relevant Cybersecurity products, solutions and verticals in the domain of Industrial control systems and enterprises
• Must have knowledge of cybersecurity technologies like PKI, Intrusion Detection systems, etc.
• Must have an extensive network of partners in the cybersecurity domain
• Must have an extensive network in various verticals of OT & IIoT industries including but not limited to manufacturing, energy, mining, transportation, healthcare, smart buildings, maritime, and smart city infrastructures.
• Strong record of delivering commercial KPIs and year on year growth
• Able to build and execute on an account plan with a security approach
• Able to conduct product demonstrations and apply solution-centric sales methodology
• Experience in selling integrated cyber security solutions (hardware with software products) in large or complex deals in the commercial sector
• You possess startup DNA, which means you’re a hustler and thrive in establishing structure amidst ambiguity
• Strong business skills and knowledge. Must have a deep understanding of typical enterprise cybersecurity technology business models and GTM strategies across multiple disciplines including Field Sales, Indirect Sales, Marketing, and Post-Sales Customer Success / Professional Services
• Superior analytical and problem-solving skills with a focus on attention to detail, pattern recognition, insight generation and the ability to process information quickly to deliver against tight deadlines
• You have the ability to establish trust quickly, whether that be with customers, partners, peers and team
• Strong ability to lead cross-functional teams through influence
• Determination to own the outcome and be self-motivated and directed
• Good interpersonal, communication and presentation skills
• Practical experience working to a known sales methodology like MEDDIC/MEDPIC, Challenger etc.

Desired Skills and Experience CRM, Operational Technology Security Design, Operational Excellence, Cyber Security, Industrial control systems, Customer Success, Selling, Sales Process, Publishing, Anomaly Detection, Pattern Recognition, Encryption, Business Development