Regional Sales Manager

The Position

OPSWAT is looking for a seasoned and technically strong Regional Sales Manager to help grow a successful BFSI sector in the UK. The RSM role manages and develops sales to BFSI customers in conjunction with a strategic business development plan, managing all phases from initial contact and prospecting to qualification, POC to order, supported by our sales engineers and operations team. The role will ensure the establishment and maintenance of leads, opportunities, and pipeline. You will be responsible for sales revenue & key account relationship development in primarily whitespace customers; however, the role includes some maintenance of existing & targeted key accounts to increase revenue at a profitable level. You will be preparing and presenting sales proposals to clients and will be liaising with key internal stakeholders to design customer-focused solutions & security requirements and help improve the customer experience both pre- and post-sale.  

What You Will Be Doing

• 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 your key vertical. 

• Develop and execute sales strategies and tactics to sell OPSWAT products, solutions, and services to exceed your sales quotas. 

• Communicate value propositions to customers and partners 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. 

What We Need from You 

• Bachelor’s degree, preferably in a technical discipline or equivalent experience. 

• 5 years + Major Accounts selling with at least 1 year of security and/or enterprise software sales experience  

• 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, up to 50% travel may be required. 

• Highly ethical and professional personal conduct. 

• Team player with excellent communication skills. 

• Knowledge and relationships in the key channel ecosystem supporting your sector will be advantageous  

It Would be Nice If You Had

The ideal candidate will have multiple years of exceeding sales quotas while forecasting accurately and selling security and SaaS-type deals. You should have a proven track record of sales success and client relationship development, ideally, with some experience within the Banking, Finance and Insurance sectors. Sector experience is not essential, however, as this is a strategic role, you must have relevant Major Account and Enterprise sales experience as a minimum. You should be self-driven, pro-active and you should be able to establish and maintain excellent customer-focused business relationships. You will be results orientated with excellent negotiating and problem-solving skills. A full driving license will be required.