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Regional Sales Manager - ANZ

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OPSWAT

14d ago

  • Job
    Full-time
    Mid & Senior Level
  • Sales & Business Development
    IT & Cybersecurity
  • Sydney

AI generated summary

  • You need a bachelor's degree, 3-5 years in sales (security/software preferred), quota attainment, strong pipeline management, self-motivated, excellent communication, and travel flexibility.
  • You will build a channel ecosystem, manage leads, develop partnerships, execute sales strategies, articulate value propositions, maintain Salesforce records, and exceed sales quotas while ensuring customer satisfaction.

Requirements

  • Bachelor's degree, preferably in a technical discipline or equivalent experience.
  • 3 – 5 years Account Executive, Channel, and Business Development experience with at least 1 year of security and/or enterprise software sales (extra points for experience selling cyber security solutions for larger companies).
  • Proficiency in English and local languages.
  • Can demonstrate consistent quota attainment track record selling complex solutions to enterprise customers by means of mapping, recruiting, enabling, and managing a highly productive channel partner ecosystem.
  • Technical familiarity with cyber security products and operating systems, ability to comfortably articulate technology and value proposition to solution users as well as C-level executives.
  • Highly accurate pipeline management and forecasting expertise.
  • Excellent time management skills, and work with high levels of autonomy and self-direction.
  • Self-motivated with a winning attitude, highly competitive, ramp quickly, are extremely adaptive, and pride in exceeding sales goals.
  • Ability to travel as necessary to your assigned channel partners and/or customers, and to Company meetings.
  • Highly ethical and professional personal conduct.
  • Team player.
  • Excellent communicator.

Responsibilities

  • Building and scaling a channel ecosystem (and, as a result, a customer base); successful prospecting methods should be second nature to you.
  • Respond to inbound leads and appropriately manage them (including channel partners); high conversion rates are part of your past success.
  • Develop thought leadership and a trusted advisory relationship with your partners, customers, and prospects.
  • Strategically target business opportunities (partner and customer) 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 partners and customers 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, alongside partners.
  • 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 touchpoints, sales inhibitors, etc.
  • Forecast and report revenue projections accurately to management.
  • Overachieve on annual quota, measured quarterly.
  • Exude excellence while constantly being fanatical about delighting our customers and promoting our products.
  • Be a constant expert in cyber-security and use this knowledge to plan for the future – You love to learn and grow.

FAQs

What is the primary role of the Regional Sales Manager - ANZ?

The primary role is to expand OPSWAT's customer base through the recruitment and management of a value-added channel ecosystem, while actively participating in sales activities alongside channel partners.

What qualifications are required for this position?

A Bachelor's degree in a technical discipline or equivalent experience is preferred, along with 3-5 years of Account Executive, Channel, and Business Development experience, including at least 1 year in security and/or enterprise software sales.

Where is this position based?

Candidates must be based in cross locations in Sydney.

What skills are necessary for success in this role?

Key skills include technical familiarity with cybersecurity products, excellent time management, pipeline management and forecasting expertise, and the ability to communicate effectively with both solution users and C-level executives.

Is travel required for this position?

Yes, the Regional Sales Manager may need to travel to assigned channel partners and/or customers, as well as to company meetings.

What does OPSWAT value in potential candidates?

OPSWAT values self-motivation, a winning attitude, teamwork, excellent communication skills, and a high level of ethical and professional conduct in potential candidates.

Are there opportunities for growth within the role?

Yes, the role offers the opportunity to develop thought leadership and trusted advisory relationships with partners and customers, along with the chance to exceed sales quotas and build a successful channel ecosystem.

What kind of experience will give candidates extra points?

Extra points will be given for candidates with experience selling cybersecurity solutions for larger companies.

What are the expectations for sales quotas in this role?

The Regional Sales Manager is expected to consistently overachieve on annual quotas, which are measured quarterly.

Does OPSWAT have a commitment to diversity in hiring?

Yes, OPSWAT is an equal opportunity employer that celebrates diversity and is committed to providing a discrimination-free environment for all employees and applicants.

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OPSWAT

Protecting the world's critical infrastructure

Technology
Industry
501-1000
Employees
2002
Founded Year

Mission & Purpose

OPSWAT protects critical infrastructure. Our goal is to eliminate malware and zero-day attacks. We believe that every file and every device pose a threat. Threats must be addressed at all locations at all times—at entry, at exit, and at rest. Our products focus on threat prevention and process creation for secure data transfer and safe device access. The result is productive systems that minimize risk of compromise. That’s why 98% of U.S. nuclear power facilities trust OPSWAT for cybersecurity and compliance. OPSWAT. Trust no file. Trust no device.