Solution Sales Manager (Industrial Cybersecurity Kics)

Job Description

The primary purpose of your role will be to achieve goals set, generating and closing opportunities for the Industrial product line, which includes KICS for Networks, KICS for Nodes, ICS Services, ICS TI, and ICS Trainings in the LATAM region. The key objective is to identify new business growth points, create action plans that would increase revenue in the LATAM region in those domains, and orchestrate the combined efforts of internal departments involved in projects.

You will report to the Head of Enterprise sales and you will work very closely with the Sales, Presales, and Channels Teams to coordinate and manage the customers with whom you are facing projects for your products.

Main Responsibilities

1. To be a leader and evangelist of Kaspersky brand with a focus on KICS for Networks, KICS for Nodes, ICS Services, ICS TI, and ICS Trainings area;
2. Execution of sales plan and new business generation;
3. Active participation at all sales cycle stages, negotiations with decision-makers;
4. Carries out product’s pipeline coverage and forecast accuracy;
5. Increases product’s awareness of Sales team, shares experience, and collects success stories;
6. Participation in various media activities as a speaker and expert;
7. Conducts local competitors’ and compliance analysis;
8. Finding key growth limiting factors and creating a plan to mitigate them;
9. Lead development of product go-to-market strategies;
10. Identifies most prospect customers/partners working closely with Enterprise Sales/Channel Team, as well as formulate the portrait of customer/partner, initiate the search process, evaluate and improve onboarding, enablement, and motivation processes;
11. Develops strong relationships with customers, partners, regional sales teams, and HQ Product team;
12. Build relationships with local OT communities and vendors.

Requirements

1. 3+ years’ experience in B2B software sales as channel or direct sales manager with a strong track record of success;
2. Understanding of IT/OT and cybersecurity landscape (threats, solutions, vendors, compliance, trends);
3. Deep knowledge about the SOC building and considering security solution (KICS for Networks, KICS for Nodes, ICS Services, ICS TI, and ICS Trainings) capabilities, as a plus;
4. Experience of launching a new product/service to a market as a plus;
5. Experience of evaluation and defense of business cases, customer and market research as a plus;
6. Experience as a public speaker and high presentation skills;
7. Ability to interact with all stakeholders in the customer (from technical expert to C-Level management);
8. Inclusive and collaborative – driving teamwork, and cross-team alignment;
9. Strong leadership and effective interpersonal skills;
10. Excellent verbal and written communication skills;
11. English C1; Spanish, as a plus;
12. Strong analytical mindset, but creative in problem solving and entrepreneurial in approach.