Global Cybersecurity Sales Manager

Houston, TX, United States

W-Industries is an energy service company that specializes in Automation Solutions, I&E Construction Services, Power Generation and Packaged Equipment for the Energy and Industrial markets. Our expertise encompasses the full spectrum of system technologies from pneumatic - hydraulic control systems to state-of-the-art programmable solutions to chemical injection systems, and everything in-between.

The role is responsible for building and managing direct and indirect sales channels throughout North America, including sellers, solution architects and customer success. In addition this role will work closely with the product team to deliver insight into what the marketplace is saying and collaborate on crafting solutions for the marketplace. This person will also collaborate with the marketing team to build processes and programs that evangelize the company's value to the marketplace and that generates leads.

Requirements

Develop and implement a revenue generation strategy to ensure attainment of sales growth goals for product and services, both NRR and MRR services, to include: 3-5 year growth targets, sales compensation plans and incentives (Quota, SPIFFs, etc.).

Align with current engineering talent and market shifts as appropriate.

Define the client vertical strategy for sales.

Vendor partner plan (Manage new and ongoing relationships).

Analyze market trends, 'voice of the customer' and competitive dynamics and collaborate with company leadership and the Solutions Roadmap Team to develop strategic initiatives.

Develop and implement a channel strategy that profitably expands the company's marketplace reach and sales.

Develop and implement marketing strategy to increase brand awareness, generate leads and support sales.

Define, monitor and managed sales objectives, plans, quotas and go-to-market strategies to ensure achievement of company's revenue targets.

Recruit and manage sales personnel in growth markets.

Establish clear key performance indicators.

Track performance metrics and generate sales analysis.

Hold sellers accountable to KPI's.

Coach and support sales team towards achievement of sales objectives and revenue / GP targets.

Direct engagement on key accounts and opportunities as well as key marketplace relationships.

Report monthly / quarterly results to leadership.

Collaborate effectively with other key leaders in Solutions, Operations and Marketing.

Implement processes, tools and systems for salesforce automation and customer relationship management.

Develop and Manage Sales Operating Budget.

Manage and Develop Regional Sales Managers and Sales Support Manger.

Provide thought leadership within our organization regarding effective selling practices and approaches.

Build and nurture new relationships within existing clients and prospects at senior levels of the organization who are influencers, decision makers and/or budget holders.

Collaborate with sales colleagues and the client delivery teams by providing leadership, partnering in the development of account growth strategies, and deepening relationships with client organizations.

Conduct regular field travel with direct reports, providing sales process coaching and product training and attend trade shows and conferences when needed.

Implement effective selling and training tools for the entire sales force, including deployment of CRM platform.

Identify, qualify, and prioritize sales leads; maintain accurate records of activities using CRM.

Collect and update the company officers with accurate sales forecast data.

Must have a detailed understanding of product profitability and business financials.

Assist with recruiting to fill any open sales positions.

Conduct quarterly business reviews for each territory and annual performance reviews and deliver documented feedback to the individuals.

Required Skills & Competencies

Strong communication skills, both written and verbal.

Strong presentation skills with demonstrated ability to communicate with the sales team, customers and channel partners.

Proven sales, marketing and business development experience in the IT, OT and cybersecurity industry.

Proven ability to articulate the distinct aspects of products and services and position them as differentiators in the marketplace.

Demonstrable experience in developing client-focused, profitable, and differentiated solutions.

Start-up experience highly preferred.

Required Experience & Education

10+ Years of accomplished sales management/leadership experience.

Bachelor's degree, preferably in business, computer science, marketing, or related field.

Physical Requirements

Prolonged periods of sitting or standing at a desk.

Continuously requires vision, hearing, twisting, and talking.

Some lifting (up to 30 lbs.). Long hours on computer keyboard.

Offered Benefits

401(k)

Medical, dental, and vision insurance

Basic Life, AD&D, Short and Long term Disability insurance

Voluntary benefits

FSA and HSA

PTO

W-Industries is an Equal Opportunity Employer. We ensure that no applicant for employment or employee is denied an equal opportunity based on race, color, religion, sex, gender identity, sexual orientation, pregnancy, status as a parent, national origin, age, disability (physical or mental), family medical history or genetic information, political affiliation, military service, or other non-merit-based factors.

W-Industries is a participant of E-Verify. E-Verify is an Internet-based system that compares information entered by an employer from an employee's Form I-9, Employment Eligibility Verification, to records available to the U.S. Department of Homeland Security and the Social Security Administration to confirm employment eligibility.

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