About this Inside Sales Representative role at OPSWAT
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 an Internal Sales Representative for a graduate position in cybersecurity sales. This is primarily an entry-level, sales support & business development role, focused on supporting the field sales teams in every aspect of their day to day work as well as generating and qualifying leads to build the sales pipeline. The position requires strong communication and research skills, with a growing understanding of cybersecurity products and solutions.
As an Internal Sales Representative, you will support the field sales team with their various functions, identifying potential clients and initiating contact with them to understand their security needs and qualify opportunities for the senior sales team. This is a key entry-level role with clear career progression opportunities into account management or field sales positions.
Key Responsibilities
- Lead Generation: Proactively research and identify potential customers (prospects) within target markets using online resources like LinkedIn and company databases.
- Outreach and Engagement: Initiate contact with potential clients through cold calling, emails, and social media to introduce cybersecurity solutions and spark interest.
- Needs Assessment and Qualification: Conduct discovery calls to understand the prospect's IT environment, security challenges, and compliance requirements.
- Pipeline Management: Accurately maintain and update detailed records of all interactions, opportunities, and activities in the Customer Relationship Management (CRM) software (e.g., Salesforce).
- Meeting Setup: Schedule product demonstrations or meetings for the external Account Managers or technical teams once a lead is qualified.
- Product Knowledge: Continuously learn about the company's cybersecurity portfolio for file security technology as well as the wider Cyber security market, including products like firewalls, endpoint protection, SIEM, and penetration testing services, to effectively articulate our value as part of the wider ecosystem.
- Collaboration: Work closely with the field sales and marketing team to follow up on campaigns and with technical pre-sales teams to ensure a smooth client onboarding process.
Qualifications and Skills
- Education: A bachelor's degree (or equivalent qualification), preferably in a business, IT, or cybersecurity-related field. Other disciplines are acceptable if you can demonstrate key transferable skills and the right attitude.
- Communication: Excellent verbal and written communication skills are essential for remote client interactions.
- Interpersonal Skills: The ability to build rapport quickly, listen to customer needs, and handle objections professionally.
- Drive and Resilience: A self-motivated, results-driven attitude with persistence and determination to meet and exceed sales targets/quotas.
- Technical Aptitude: A strong interest in technology and a willingness to learn complex cybersecurity concepts to act as a knowledgeable "consultant" to clients.
- Organisational Skills: Strong time management and attention to detail to manage a pipeline of leads and maintain accurate CRM data.
- Tools Familiarity: Proficiency with standard business software (MS Office) and a willingness to learn specific CRM and sales engagement tools.
Includes gross annual base salary and on-target commission (depending on location and experience).
OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.
Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.
