About this Regional Sales Manager 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
The Regional Sales Manager for Poland is a significant driver of company revenue and growth in one of Europe's most strategically important markets. Your responsibilities will include mastering the OPSWAT technology portfolio, developing and executing strategic account plans, and targeting deployments of our cybersecurity platforms and solutions across key Polish sectors — with a particular market focus on banking, finance, energy, defense and federal government.
You will build the right relationships inside target accounts, know how to leverage company resources to the fullest, and negotiate and close new business. The ideal candidate will have a proven track record in enterprise sales within the polish defense, military, or critical infrastructure ecosystem, with a deep understanding of how procurement, compliance, and security decisions are made within these environments. Also, some experience with selling into Ukraine and the Baltics is highly welcome.
Polish language fluency is essential; professional English is required.
What You Will Be Doing
- Strategically target business opportunities that leverage high-value use cases within the Polish market.
- Accelerate Channel initiatives in Ukraine and the Baltic States.
- Develop and execute sales strategies and tactics to sell OPSWAT products, solutions, and services to exceed your sales quotas
- Communicate value propositions to clients that speak directly to their operational, compliance, and security requirements — including those governed by Polish and NATO security frameworks
- Utilize client-centric, solutions-oriented selling strategies and a hunter's mentality to identify, qualify, and convert enterprise sales opportunities
- Effectively articulate financial ROI/TCO (Total Cost of Ownership) value, and build value throughout the negotiation process
- Navigate complex procurement processes, including those specific to Polish public sector and defense contracting
- Maintain extensive account and opportunity detail in CRM (Customer Relationship Management), including account win plans, customer touch points, sales inhibitors, etc.
- Forecast and report revenue projections accurately to management
- Overachieve on annual quota, measured quarterly
What We Need from You
- A minimum of five years successfully selling technology products and solutions, with demonstrable experience selling into the Polish enterprise, critical infrastructure, or government sectors
- Familiarity with Polish and EU cybersecurity regulations relevant to defense and critical infrastructure,
- Bachelor's degree, preferably in a technical discipline, or equivalent experience
- Persuasive communicator with excellent negotiation and presentation skills, comfortable engaging both technology-oriented audiences and senior executives at the C-level — in Polish and English
- A demonstrated ability to uncover, qualify, develop, and close new accounts through a mix of strategic and proactive activity
- Coachability and familiarity with MEDDPICC sales methodology
- Ability to set goals, prioritize tasks, and achieve results with minimal oversight in a sometimes ambiguous environment
- A fundamental understanding of cybersecurity threats, solutions, and security tools — particularly in critical infrastructure contexts
- Excellent time management skills and the ability to work with high levels of autonomy and self-direction
- Highly competitive, adaptable, and motivated by exceeding sales goals
- Ability to travel as necessary across Poland and the Baltic States as well as to company meetings
- Possession of, or eligibility for, relevant Polish security clearances is a strong advantage
- Highly ethical and professional personal conduct
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.
