Regional Sales Manager (Texas)
Our client is a recognized leader in operational technology (OT) cybersecurity for critical infrastructure and industrial enterprises. Their solutions-including unidirectional security gateways and other OT‑focused cybersecurity technologies-help utilities, oil & gas, manufacturing, transportation, and other essential sectors secure industrial control systems (ICS/SCADA) while ensuring safe and reliable data flows to enterprise and cloud environments.
Role Overview
Our client is seeking a Regional Sales Manager (RSM) for Texas to drive growth across existing accounts and new business opportunities in OT/industrial markets. The ideal candidate has a strong background selling OT cybersecurity solutions into critical infrastructure, with experience navigating complex, multi-stakeholder decision cycles and collaborating with channel partners, OEMs, and integrators.
This is a quota‑carrying, high‑impact role focused on pipeline generation, relationship building, and both landing and expanding key strategic accounts.
What You'll Do
Territory & Account Ownership
- Own all sales activities across Texas, including both new logo development and management of existing accounts.
- Build and execute a territory plan targeting utilities, energy, oil & gas, chemicals, water, transportation, and manufacturing.
- Maintain reliable forecasting and pipeline discipline using CRM tools.
New Business Development
- Prospect, develop, and qualify opportunities with OT, engineering, operations, and cybersecurity stakeholders (e.g., CISO, VP OT, plant managers, ICS/SCADA engineers).
- Lead discovery and articulate value around risk reduction, operational resilience, and regulatory compliance.
- Manage full sales cycles including pilots/POCs, evaluations, and enterprise rollouts.
Account Management & Expansion
- Grow revenue within existing customers through land‑and‑expand strategies, multi‑plant scaling, and executive alignment.
- Conduct QBRs, roadmap discussions, and ensure high customer engagement and retention.
Qualifications
Required
- 3-5+ years in enterprise or complex solution sales; 3+ years in OT/ICS cybersecurity or industrial networking.
- Experience selling into critical infrastructure sectors such as electric power, oil & gas/pipelines, chemicals, water/wastewater, transportation, or manufacturing.
- Strong understanding of ICS/SCADA systems and protocols (Modbus, DNP3, OPC, PROFINET).
- Proven ability to manage complex, technical sales cycles with multiple stakeholders.
- Experience running POCs/pilots in industrial environments.
- Proficiency with CRM tools (Salesforce preferred) and sales methodologies such as MEDDICC/MEDDPICC.
- Excellent communication skills for both executive and technical audiences.
- Based in Texas with willingness to travel 40-60%.
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