Senior Territory Manager – OT Cybersecurity

Job Description:

  • Understand clients’ external industry drivers, business imperatives, and organizations to develop growth, maintain, and manage strategies
  • Develop, own, and lead sales in blended offerings supporting Cybersecurity growth targets
  • Lead customer-facing proof of concepts and other sales motions to compete and close business
  • Engage executive-level client contacts to advise on framework-based, long-term cyber risk mitigation
  • Drive new customer acquisition, secure new logos, and expand Cybersecurity business
  • Own growth strategies for key enterprise accounts by identifying, qualifying, and executing account expansion opportunities
  • Achieve Annual Operating Plan targets for orders, revenue/gross margin, and profit
  • Manage strategic account planning, quarterly results, and long-term client goals
  • Identify business improvement opportunities and provide consultative support
  • Manage and build client contacts as client advisor and advocate
  • Maintain Salesforce.com CRM records, opportunity reviews, win/loss analysis, pipeline funnel management, forecasting, and lead generation
  • Deliver regional margin, orders, revenue, and growth plans
  • Forecast revenues to management using active pipeline, pursuing, and commit categories

Requirements:

  • Bachelor’s degree in a Business or Engineering related discipline
  • At least 8 years industry experience in Operational Technology Cybersecurity, Cybersecurity, Software as a Service (SaaS) in the cyber field, Enterprise Cloud, ICT, Applications in critical infrastructure and Industrial Controls markets
  • At least 3 years software and security sales and demand-generation experience directly within the enterprise market
  • Valid Canadian driver’s license
  • Travel up to 50% throughout Canada
  • Working knowledge of ISA/IEC 62443 Standard and NIST Cybersecurity Framework
  • ITIL – IT Service Management Certification
  • Six Sigma Green Belt or higher certification
  • Information Security accreditation (CISSP or equivalent)
  • 8 years sales experience in Operational Technology, Cybersecurity, and Sales
  • Local market knowledge and understanding of opportunity landscape
  • Cross selling and consultative selling experience
  • Proven experience selling to C-Level Executives
  • Demonstrated executive presence, influence and leadership across client organizations
  • Proven experience developing and executing strategies for sales growth
  • Excellent negotiation skills for complex sales and total value offerings
  • Excellent interpersonal, communication, and presentation skills

Benefits:

  • Comprehensive health benefits, including medical, vision, dental, and mental health coverage
  • Paid vacation and statutory holidays in accordance with Canadian labor standards
  • Retirement plan (based on regional policy)
  • Opportunities for career growth within a global organization
  • Professional development programs and continuous learning opportunities
  • Incentive eligible
Back to blog

Other Jobs To Apply

No other job posts for this day.

Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...