Regional Sales Manager

Responsibilities

• Strategically target high-value business opportunities in French defence, military, and critical infrastructure sectors.
• Develop and execute sales strategies to sell OPSWAT products, solutions, and services and exceed quota.
• Communicate value propositions addressing clients’ operational, compliance, and security requirements, including French and NATO security frameworks.
• Use client-centric, solutions-oriented selling strategies to identify, qualify, and convert enterprise opportunities.
• Articulate financial ROI and total cost of ownership value throughout negotiations.
• Navigate complex French public-sector and defence procurement processes.
• Maintain detailed account and opportunity information in Salesforce CRM, including win plans, customer touchpoints, and sales inhibitors.
• Forecast and report revenue projections accurately.
• Overachieve on annual quota, measured quarterly.

Requirements

• Minimum five years of successful technology product and solution sales experience, including sales to French defence, military, or government sectors.
• Established relationships within the French defence and military ecosystem, including knowledge of key integrators, public procurement frameworks, DGA processes, and relevant security classifications.
• Successful track record selling complex solutions directly to enterprise and public-sector customers and through channel or SI partners.
• Familiarity with French and EU cybersecurity regulations relevant to defence and critical infrastructure, including ANSSI requirements.
• Bachelor’s degree, preferably in a technical discipline, or equivalent experience.
• French fluency and professional English proficiency.
• Excellent negotiation, presentation, and communication skills with technology audiences and C-level executives.
• Ability to uncover, qualify, develop, and close new accounts through strategic and proactive activity.
• Ability to set goals, prioritize tasks, and achieve results with minimal oversight in an ambiguous environment.
• Fundamental understanding of cybersecurity threats, solutions, and security tools, particularly in OT and critical infrastructure.
• Excellent time-management skills and ability to work autonomously.
• Highly competitive, adaptable, and motivated to exceed sales goals.
• Ability to travel across France and attend company meetings.
• Possession of, or eligibility for, relevant French security clearances is a strong advantage.
• Highly ethical and professional conduct.

Compensation

• Gross annual base salary and on-target commission, depending on location and experience.
• EU compensation range: €200,000–€240,000.