Account Executive (Utilities)

The role

The Strategic Account Executive will drive the sales pipeline and grow revenue in the Utilities vertical. This person will find, grow, and engage with customers, partners, and internal stakeholders to provide value to large Utilities in the Americas.

What you will do

• Identify, target, and win new Enterprise (>$1.5B) customers
• Manage, protect, and grow an existing account base
• Maintain extensive account and opportunity detail in Salesforce CRM
• Forecast and report revenue projections accurately to management
• Collaborate with channel partners to identify and jointly pursue new clients
• Develop thought leadership and a trusted advisory relationship with partners, customers, and prospects
• Develop and execute sales strategies and tactics to exceed sales quotas
• Overachieve on annual quota, measured quarterly

Required qualifications

• Previous success and relationships selling to Utilities companies
• 7+ years cybersecurity sales experience
• Experience selling complex solutions to enterprise customers (> $2.5B annual sales)
• History of overachievement, evidenced by multiple President’s club and/or MVP awards
• Strong knowledge and utilization of MEDDIC and other selling methodologies
• Highly accurate pipeline management and forecasting expertise
• Ability to travel as necessary to customers, channel partners, and company meetings/events
• Previous stable employment history

Nice to have

• Bachelor’s degree

About the company

OPSWAT is a global leader in IT, OT, and ICS critical infrastructure cybersecurity. It delivers an end-to-end platform to protect complex networks, secure devices, and ensure compliance.