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AI Summary
Location: Dallas, Austin, or Texas preferred
Reports to: Director of Sales
We are seeking a new passionate, results-oriented, and value-driven sales professional to drive revenue growth from Mid-Market to Enterprise. The National Sales Manager is an individual contributor who plays a vital role in driving a significant share of revenue for Tosi.
We provide our Salespeople with an environment in which they can make valuable contributions from day one while also building opportunities for learning and growth. The work you'll do will directly impact our customers' experiences. In addition to your team in the US, you will be supported by Tosi colleagues across the globe.
Tosi (formerly Tosibox) is the global pioneer in Cyber Physical Systems platforms for OT networks. Since 2011, the company has deployed its unified platform to connect, protect and control hundreds of thousands of industrial devices. With headquarters in Irving, Texas and Oulu, Finland, Tosi serves 800+ enterprise customers globally through 200+ partners. The company's integrated platform enables rapid deployment, comprehensive visibility, and unified control that simplifies compliance while delivering measurable improvements.
Job Summary:
Tosi is currently seeking a National Sales Manager with Cyber Security and Operational Technology (OT) experience that can drive specialized security solutions to industrial, manufacturing, or critical infrastructure clients. This role involves translating complex OT, SCADA, and ICS security needs into technical solutions, managing the full sales cycle, conducting demos, and building relationships to protect operational environments from cyber threats.
The primary focus of the National Sales Manager is to sell business applications software/solutions and related services to prospective customers. Manage sales through forecasting, account resource allocation, account strategy, and planning. The National Sales Manager will develop solution proposals encompassing all aspects of the application, presentation, sell the value proposition and negotiate pricing and contractual agreement to close the sale. The ideal candidate is highly proactive and responsive, comfortable dealing with ambiguity, experienced with software solution sales, and has an exceptionally strong track record of closing deals.
What You’ll Do:
Generate Revenue: Proactively identify, qualify, and close sales opportunities for OT cybersecurity software, hardware, and services.
Technical Sales & Demo: Conduct product demonstrations, workshops, and technical presentations to educate clients on secure OT environments.
Relationship Management: Cultivate deep relationships with C-suite, IT managers, and plant/plant-floor engineers.
Strategic Selling: Develop customized security solutions based on industry standards.
Market Analysis: Analyze market trends and competitive intelligence to position products effectively.
CRM Management: Maintain accurate records of sales activities, pipeline, and forecasts in CRM tools.
Drive sales of Tosi’s existing offerings and partner with customers to identify new solutions based on their specialized needs.
Build a sustainable sales pipeline through new account acquisition and development of current accounts to ensure sales targets are consistently met and/or exceeded on a quarterly basis.
Assess potential sales opportunities and quickly determine the most effective path to close deals. Follow the MEDDPICC model.
Work with management and outside reps on critical customer meetings to ensure we are moving sales cycles through the funnel process.
Research and understand information about customers' products, problems, and business practices to develop directed presentations and proposals.
Directly manage full sales cycle from prospect creation, value proposition, negotiation and deal closure, developing a methodology and sales strategy for your target market/vertical.
Attend sales meetings, industry trade shows and training seminars to gather information, promote products, expand network of contacts and increase knowledge.
What You’ll Bring:
Experience: 5+ years in B2B sales, specifically in cybersecurity, industrial automation, or OT environments.
Technical Knowledge: Understanding of Industrial Control Systems (ICS), SCADA, and OT security risks.
Sales Skills: Proven track record in high-volume, complex, or enterprise sales cycles. MEDDPICC / Sandler/ Challenger Experience.
Communication: Strong ability to bridge the gap between IT security concepts and operational technology requirements.
Strong communication skills, great time management and follow up skills.
History of consistent quota over-achievement in highly competitive markets with a high degree of drive, energy and passion for sales.
Bachelor's Degree Preferred.
Heavy attention to detail and great organizational skills.
Experience with Salesforce and/or HubSpot (CRM).
Experience with Microsoft 365 (Excel, Outlook, PowerPoint and Word).
Enjoys fast-paced, deadline-driven environment.
Recognized for ability to quickly build trust with individuals internally and externally.
High degree of comfort managing multiple, competing priorities in ambiguous environments.
Ability to travel occasionally (25%).
Compensation and Benefits:
Fun, casual, fast-paced work environment filled with talented colleagues.
Flexible and unlimited paid time off.
Competitive compensation package.
Performance-based sales commission.
Full range of comprehensive benefits, including 401(k), medical, dental and vision coverage.
A full-time and permanent position.
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