Tentang pekerjaan
Tanggung Jawab:
Business Development & Sales
- Develop and execute the sales strategy for ITSEC’s OT cybersecurity business.
- Build and manage a qualified pipeline of OT cybersecurity opportunities.
- Identify and develop opportunities within existing ITSEC accounts as well as new customers.
- Own the sales cycle from prospecting and qualification through proposal, negotiation and closing, working with Presales on technical content and commercial terms.
- Develop relationships with key decision-makers across cybersecurity, IT, engineering, operations and senior management.
- Achieve agreed revenue, gross margin and pipeline targets.
OT Cybersecurity Solutions
- Sell ITSEC’s OT cybersecurity consulting, assessment, implementation and managed security services.
- Understand customers’ OT environments, cybersecurity challenges and business requirements.
- Work closely with the OT Director, OT Presales and technical teams to develop appropriate solutions.
- Position ITSEC’s capabilities across OT security assessments, architecture, network security, monitoring, vulnerability management, incident readiness and other OT cybersecurity services.
- Understand key OT cybersecurity frameworks and standards such as IEC 62443 and NIST, and their relevance to customers, well enough to build credibility — detailed technical solution design remains owned by Presales.
- Maintain working awareness of ITSEC’s key OT security technology partners (e.g. Claroty, Nozomi Networks, Dragos, Fortinet OT Security, or equivalent) to position joint value propositions with customers.
Account Development
- Develop strategic relationships with major industrial and critical infrastructure customers.
- Identify cross-selling opportunities between ITSEC’s OT cybersecurity and broader cybersecurity capabilities.
- Develop account plans for priority customers and sectors.
- Maintain visibility over customer projects, budgets, procurement cycles and upcoming cybersecurity requirements.
- Build long-term customer relationships beyond individual opportunities.
Partners & Ecosystem
- Work with technology vendors, distributors and strategic partners to develop OT opportunities.
- Build joint account plans and go-to-market initiatives where relevant.
- Coordinate with ITSEC’s Sales, Presales and Delivery teams to ensure effective opportunity development and execution.
Commercial Management
- Prepare and coordinate commercial proposals, quotations, tenders and negotiations — covering pricing, terms and deal structure, in coordination with Presales on technical scope and Bills of Materials.
- Ensure opportunities are properly qualified and commercially viable.
- Maintain accurate pipeline, forecast and opportunity information.
- Monitor deal profitability and ensure appropriate gross margins.
- Coordinate closely with Presales and Delivery to ensure customer commitments can be effectively delivered.
Kualifikasi:
- 7+ years of B2B technology, cybersecurity or industrial solutions sales experience, ideally with direct exposure to OT/ICS cybersecurity.
- Proven track record of developing and closing enterprise opportunities against quota.
- Experience selling to industrial companies or critical infrastructure organizations.
- Existing network within sectors such as energy, oil & gas, manufacturing, utilities, mining, transportation or critical infrastructure is a strong advantage.
- Good understanding of OT/ICS environments and cybersecurity concepts.
- Familiarity with IEC 62443, NIST, SCADA, DCS, ICS and OT security operations and terminologies.
- Strong commercial, negotiation and account management skills.
- Able to engage both senior business stakeholders and technical teams.
- Comfortable working closely with technical Presales and Delivery teams, and clear on where commercial ownership ends and technical ownership begins.
- Strong English and Bahasa Indonesia communication skills.
- Willingness and ability to travel to customer sites, industry