Enterprise Security Architect securing technology for Vancity, a member - owned Canadian credit union. Designing enterprise application security frameworks, controls, and risk - based cybersecurity solutions.
About the role
- Honeywell Building Automation sales leader growing OT cybersecurity solutions for Canadian smart buildings. Building executive relationships, winning enterprise accounts, and expanding resilient connected-facility infrastructure.
Responsibilities
- Understand clients’ industry drivers, business imperatives, and organizations to develop growth, maintenance, and management strategies that drive business outcomes and solution sales
- Develop, own, and lead sales of blended offerings supporting cybersecurity growth targets
- Lead customer-facing proof of concepts and sales motions to compete for and close business
- Engage client executives as a strategic change agent, advising on framework-based long-term cyber risk mitigation
- Drive new customer acquisition, secure new logos, and expand cybersecurity business across accounts
- Own growth strategies for key enterprise accounts by identifying, qualifying, and executing account expansion opportunities
- Align solutions with customer business objectives and organizational priorities
- Achieve Annual Operating Plan targets for orders, revenue/gross margin, and profit while following pricing and go-to-market policies
- Provide client advisory, strategic account planning, quarterly results management, and long-term goal management
- Identify business improvement opportunities and provide consultative support within client operations
- Manage and build client contacts as client advisor and advocate
- Maintain accurate Salesforce.com records, including opportunity reviews, win/loss analysis, pipeline funnel management, forecasting, and lead generation
- Achieve regional margin, orders, revenue, and plan objectives
- Forecast revenues to management using active pipeline, pursuing, and commit categories
- Deliver year-over-year growth in margin, orders, and revenue for the Buildings Cybersecurity business
Requirements
- Bachelor’s degree in a Business or Engineering related discipline
- At least 8 years of industry experience in Operational Technology Cybersecurity, Cybersecurity, SaaS in the cyber field, Enterprise Cloud, ICT, applications in critical infrastructure, or Industrial Controls markets
- At least 3 years of software and security sales and demand-generation experience directly within the enterprise market
- Valid Canadian driver’s license
- Willingness to travel up to 50% throughout Canada
- Working knowledge of ISA/IEC 62443 Standard and NIST Cybersecurity Framework
- ITIL – IT Service Management Certification
- Six Sigma Green Belt or higher certification
- Information Security accreditation, such as CISSP or equivalent
- 8 years of sales experience in Operational Technology, Cybersecurity, and Sales
- Local market knowledge and understanding of the opportunity landscape
- Cross-selling and consultative-selling experience
- Proven experience selling to C-Level Executives
- Demonstrated executive presence, influence, and leadership across client organizations
- Proven experience developing and executing sales-growth strategies
- Excellent negotiation skills, including uncovering latent client needs, negotiating complex sales, and articulating total-value offerings
- Excellent interpersonal, communication, and presentation skills
Benefits
- Comprehensive health benefits, including medical, vision, dental, and mental health coverage
- Paid vacation and statutory holidays in accordance with Canadian labor standards
- Retirement plan (based on regional policy)
- Opportunities for career growth within a global organization
- Professional development programs and continuous learning opportunities
- Incentive eligible
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