1898 & Co

Description

1898 & Co. is a global business, technology, and security consultancy serving critical infrastructure industries. We partner with clients to plan, secure, and optimize their business.

As an 1898 & Co. Business Development Manager in the manufacturing, oil & gas, and power & Utilities industries, you will lead the charge in sales activity of our managed security services offerings focused on operational technology to new and existing customers. You will work closely with Technology Business Line Leaders and Product Managers to position solution offerings to deliver on customer needs. You will serve a critical role in connecting with our customers to establish the value of our technology solutions in how they address customer pain points, capture essential themes of win from the customer, and drive the development of a winning proposal. This role requires a deep understanding of customer needs, the ability to effectively communicate the value of our offerings and sell our solutions to help our customers accomplish their business objectives.

• Effectively establish business value and present solution offerings to prospects and existing customers virtually and in person.
• Identify key stakeholders in the customer organization and manage unique value propositions needed to convert leads to orders.
• Lead customers through sales while engaging others in the business unit to support as needed.
• Lead, with a direct contribution to, the creation of winning proposals
• Understand the customer’s OT cybersecurity technology footprint, strategic growth plans, business drivers, cybersecurity strategy, and competitive landscape.
• Go directly to customers and leverage existing customer relationships inside the company to assess solution/product fit and generate sales leads.
• Maintain offering knowledge and application to pressing industry trends
• Maintain accurate sales activity and opportunity funnel data to drive process improvement
• Achieve strategic sales activity targets and overall won business goals
• Operate as a team player, elevating the performance of the entire team
• Establish and maintain long-term business relationships
• Properly set customer expectations during the sales process
• Capture customer feedback and create channels for Business Line Leaders and Product teams
• Prepare responses to RFIs and RFPs
• Maintain knowledge of competitors’ offerings

Qualifications

• Bachelor's degree in engineering, business, computer science, information technology or related field from an accredited program
• 7 years of experience in a Sales, Sales Engineering, or Consulting role in technology or a relevant industry with strong selling and communication skills (written and verbal)
• Demonstrated success in selling SaaS solutions to industrial customers
• Experience with customer presentations, including needs discovery, fit evaluation, value story, product demonstrations,and proposal delivery
• Individual needs to be a confident self-starter, competitive and enthusiastic with a strong sense of self-discipline, drive, and urgency
• Ability to quickly learn, adapt and become a go-to resource on a dynamic team
• Must be able to manage a pipeline through CRM and productively balance shifting priorities
• Possess expert knowledge of industry trends, business challenges and technology buying behaviors
• Understand and communicate the value of an enterprise cybersecurity or Operational Technology environment.

EEO/Disabled/Veterans

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