SimSpace

Senior Account Executive – ICS/OT, Critical Infrastructure

SimSpace

full-time

Posted on:

Origin:  • 🇺🇸 United States

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Salary

💰 $170,000 - $200,000 per year

Job Level

Senior

Tech Stack

Cyber SecuritySpring

About the role

  • SimSpace: provider of an elite cyber range platform for cybersecurity training, simulations, and readiness for critical infrastructure.
  • Win new business and expand strategic partnerships in the OT/ICS, Critical Infrastructure vertical.
  • Champion SimSpace’s customizable cybersecurity training and simulation platform; position company as trusted leader.
  • Develop and execute strategic account plans; ensure long-term alignment between client needs and SaaS offerings.
  • Manage complex, multi-stakeholder sales cycles at plant and corporate levels and navigate enterprise procurement processes.
  • Collaborate cross-functionally with Solution Architects, Marketing, Customer Success, Engineering and Leadership.
  • Drive predictable forecasting and pipeline management using frameworks like MEDDPICC and Value Selling.
  • Craft compelling ROI narratives to demonstrate measurable business value and justify customer investment.
  • Report directly to the Chief Revenue Officer and take ownership of complex deals with minimal oversight.

Requirements

  • 7+ years of enterprise sales experience in cybersecurity
  • Successfully sold enterprise technologies into the ICS/OT market.
  • Proven ability to navigate enterprise buying processes, including budget management, stakeholder influence and procurement cycles.
  • Proven relationships with C-level executives and experience managing multi-stakeholder negotiations.
  • Track record of quota attainment in new ARR within complex accounts.
  • Experience working with channel partners, including OEMs, VARs, Distributors, and GSIs.
  • Technical awareness of threat intelligence, vulnerability management, or cybersecurity risk strategies, with an ability to translate technical concepts into business value discussions.
  • Proficient in conducting strategic discovery conversations to uncover prospects’ needs, pain points and business objectives, ensuring solutions are tailored to maximum value.
  • A collaborative and team-driven mentality, with the ability to challenge and influence effectively in high-stakes negotiations.
  • Adaptability in fast-paced startup environments, demonstrating ownership, problem-solving and resourcefulness.