- Develop and execute strategic account plans for assigned customers to achieve sales and growth targets.
- Develop go-to-market strategies for target industries (e.g., manufacturing, utilities, energy, transportation).
- Own the customer relationship lifecycle, from prospecting and acquisition to account retention and expansion.
- Stay up to date with OT security regulations, frameworks, and compliance requirements (e.g., NIST, IEC 62443, ISO 27001) to align solutions with customer needs.
- Achieve annual OT cybersecurity sales and cross-selling targets across assigned accounts.
- Drive business growth for OT security and related infrastructure/security solutions within Company's portfolio.
- Identify and qualify new business opportunities within existing accounts and targeted industries.
Customer Engagement & Relationship Management
- Act as the primary point of contact for strategic accounts, ensuring customer satisfaction and loyalty.
- Position our company as a trusted partner in OT/IT security by providing consultative insights and value-driven engagements.
- Build and maintain C-level, technical, and operational stakeholder relationships across client organizations.
- Understand clients business drivers, challenges, and security requirements to propose relevant solutions.
- Advise customers on regulatory impacts and best practices in OT/IT security.
- Represent Company at industry events, seminars, and conferences to build visibility and generate leads.
Collaboration & Solution Delivery
- Work closely with Pre-Sales, Technical Consultants, and Delivery teams to ensure customer requirements are translated into effective solutions.
- Coordinate with technology partners, vendors, and principals to support account growth and joint business development.
- Support and participate in client meetings, solution presentations, and executive briefings together with Pre-Sales experts.
- Ensure successful execution of proposals, RFPs, and solution contracts, meeting both client and business expectations.
