Strategic Account Executive - Oil & Gas

OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life.

The Position 

OPSWAT is looking for a Strategic Account Executive to drive the sales pipeline, manage a book of business, and grow revenue in the Oil, Gas & Chemicals vertical. Your mission:  find, grow and engage with customers, partners and internal stakeholders to provide value to the largest Oil. Gas and Chemicals companies in the Americas!  We specifically seek professionals with a track record of hunting, solutioning, proposing, and closing net new revenue primarily within the Utilities verticals. In addition, the ideal candidate will have a successful track record managing, protecting, and growing an existing account base. 

Why This Role Matters 

This isn’t just another sales role.  This role will provide input on strategy and growth while providing our customers with solutions that help keep North America running.  Our leadership is looking for a true utilities professional to make an impact on OPSWAT and our customers business! 

What You Will Be Doing 

• Own a named account list across upstream, midstream, and downstream oil and gas, and build a territory plan that ranks accounts by operational risk, regulatory pressure, and expansion potential 

• Run the full sales cycle from first meeting to signature, including multi-year enterprise agreements and site-by-site expansion inside a single operator 

• Sell to both sides of the house — CISO (Chief Information Security Officer) and IT security leadership on one side, plant managers, control systems engineers, and OT security leads on the other — and translate fluently between them 

• Maintain extensive account and opportunity detail in  OPSWAT’s CRM, including account win plans, customer touchpoints, sales inhibitors, etc. 

• Forecast and report revenue projections accurately to management. 

• Collaborate with channel partners to identify and jointly pursue new clients. 

• Develop thought leadership and a trusted advisory relationship with your partners, customers, and prospects. 

• Develop and execute sales strategies and tactics to sell OPSWAT products, solutions, and services to exceed your sales quotas. 

• Overachieve on annual quota, measured quarterly. 

• Bring field intelligence back to sales engineering, product, and marketing — what operators are being asked to solve, what competitors are promising, and where the roadmap should go next
  
  
  
  
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  What We Need From You 

  
  
  
  
  • Direct experience selling into oil and gas, petrochemical, or heavy industrial accounts, and a working understanding of how upstream, midstream, and downstream operations differ 
  
  
  
  
  
  
  • Credibility with OT and engineering stakeholders — you can hold a conversation about control system architecture, turnaround windows, and change management without a sales engineer in the room 
  
  
  
  
  
  
  • Ten or more years of enterprise or strategic account sales experience, with a consistent record of exceeding quota on complex, seven-figure deals 
  
  
  
  
  
  
  • Bachelor’s degree (preferred, not required) or relevant work experience. 
  
  
  
  
  
  
  • Experience building a territory from a named account list rather than inheriting a mature book 
  
  
  
  
  
  
  • History of overachievement, evidenced by multiple President’s club and/or MVP awards. 
  
  
  
  
  
  
  • Strong knowledge and utilization of MEDDIC and other selling methodologies. 
  
  
  
  
  
  
  • Established relationships across the Houston energy corridor, or a credible plan to build them quickly 
  
  
  
  
  
  
  • Comfort operating across a matrixed team of sales engineers, channel managers, and product specialists on a single pursuit