Cyber Services - Sales Manager

Schweitzer Engineering Laboratories•Charlotte, NC

5d•Onsite

About The Position

SEL's Cyber Services team is seeking an experienced sales professional to own and drive the business and technical aspects of strategic selling. You will be partnering with a strong team of peers to differentiate the SEL solutions from our competitors, create lasting customers by positioning the unique business value they are looking for and most importantly, create trusted advisor relationships with SEL throughout your area of influence. Your Opportunity: Become an OT security SME and advisor to some of the world’s largest organizations. Meet with prospective clients to discover what their biggest security challenges and highest priority business drivers are. Map SEL’s unique business value and differentiators to their challenges and business drivers. Perform custom portfolio demonstrations based on strong discovery questions and real intel. Partner with like-minded peers across SEL to build exceptionally strong teams and shared knowledge. Influence product directions, make a difference and be part of SEL’s growth and leadership in the ever faster-moving world of cybersecurity. Maintain and develop the existing client base through regional marketing and direct sales activities. Identify, qualify and develop new opportunities through prospecting and networking. Execute a sales strategy to provide high value solutions and grow business. Lead pricing and commercial strategy discussions. Understand the true requirements and objectives of customers. Determine, communicate and deliver the optimal SEL solution that best meets their needs. Maintain strong knowledge of all SEL products and solutions, and teach customers and sales teams SEL technology and innovation. Collect, analyze and report industry, competitor and customer trends to the greater SEL organization. Drive strategic account and regional sales planning processes. Lead discussions with customers that optimize commercial relationships at executive levels. Active participant in the development and optimization of business tools to maintain customer relationship information, opportunity tracking and sales activities.

Requirements

Cybersecurity hardware, software, and services sales experience selling to electric utility companies
10 or more years of experience in sales
Demonstrated success growing sales within a territory
Skill and confidence in leading discussions from a deep technical level to the executive level
Effective and engaging communication skills
Excellent presentation, written, and verbal communication skills
Ability to learn new skills and assume new responsibilities
Ability to work cooperatively in a team environment
Willingness to travel where and when needed, typically around 50% on average

Nice To Haves

Experience using SEL products
Experience in the OT security field
Utility and Industrial industry experience
Knowledge of compliance standards (e.g., NERC CIP, NIST, IEC)
B.S. in Computer Science, Electrical Engineering or related discipline, or equivalent combination of education and/or work experience in technical sales
CISSP or other security-related certifications

Responsibilities

Become an OT security SME and advisor to some of the world’s largest organizations.
Meet with prospective clients to discover what their biggest security challenges and highest priority business drivers are.
Map SEL’s unique business value and differentiators to their challenges and business drivers.
Perform custom portfolio demonstrations based on strong discovery questions and real intel.
Partner with like-minded peers across SEL to build exceptionally strong teams and shared knowledge.
Influence product directions, make a difference and be part of SEL’s growth and leadership in the ever faster-moving world of cybersecurity.
Maintain and develop the existing client base through regional marketing and direct sales activities.
Identify, qualify and develop new opportunities through prospecting and networking.
Execute a sales strategy to provide high value solutions and grow business.
Lead pricing and commercial strategy discussions.
Understand the true requirements and objectives of customers.
Determine, communicate and deliver the optimal SEL solution that best meets their needs.
Maintain strong knowledge of all SEL products and solutions, and teach customers and sales teams SEL technology and innovation.
Collect, analyze and report industry, competitor and customer trends to the greater SEL organization.
Drive strategic account and regional sales planning processes.
Lead discussions with customers that optimize commercial relationships at executive levels.
Active participant in the development and optimization of business tools to maintain customer relationship information, opportunity tracking and sales activities.

Benefits

Competitive pay
Superior benefits
Inspiring work
Employee-owned company
Retirement benefits include an employer funded stock ownership plan (ESOP) and personal 401(k) options.
Top tier medical, prescription, dental, vision, life, and disability insurance.
10 paid holidays
Annual vacation accrual starting at 12 days
9 paid sick days
Paid family and medical leave that covers 90% of your pay.
STEM courses
Apprenticeships
Tuition assistance
Engineering development programs
Wellness benefits
Fertility benefits
Adoption benefits
Flexible spending benefits