Listed on Euronext (ALLIX), WALLIX is a European cybersecurity software publisher, specializing in Identity & Access Management (IAM) and a leader in Privileged Access Management (PAM). Our mission is to ensure free and secure digital interactions while defending the digital sovereignty of organizations in an ever-evolving digital world.

Our solutions enable organizations to control identities and access throughout the entire digital journey of IT and industrial environments, combining operational efficiency, simplified regulatory compliance, and an optimized user experience.

Our teams are present in 16 countries and distribute our products worldwide through a network of more than 300 resellers and integrators. Audacity to innovate, commitment to our customers, a constant pursuit of simplicity, and collaboration are the core values shared by our diverse teams, who actively promote a friendly, supportive, and inclusive working environment.

We are looking for our OT Field Business Developer. This position will cover the DACH region, and you will be reporting to the global OT Business Strategic leader.

The OT Field Business Developer is responsible for driving Industrial Engineering business development as well as managing Channel and Alliance Partners. This role requires a strong understanding of OT environments, processes, and product lines, along with the ability to position and promote WALLIX’s OT offerings to differentiate, develop, and support business opportunities.

This position involves close collaboration with local WALLIX sales teams to identify, support, and successfully close strategic projects, as part of broader deal pursuit teams.

You will be expected to engage with key Industrial Engineering channel partners, including ABB, Schneider Electric, Rockwell Automation, Siemens, Emerson, and Yokogawa.

Your Role :

Responsible for achieving and exceeding the annual sales target through the maximization of business and project opportunities
Lead and co-ordinate the efforts of WALLIX resources to win qualified projects
Co-ordinate, where necessary with sales and product resources, initiatives and activities
Support the development & qualification of channel projects, markets and sales strategies
Facilitate and ensure application training to Industry & Local Sales teams
Understand local OT cybersecurity regulations and standards, and apply them to regional offerings
Integrate local OT cybersecurity organisations to influence the market
Pitch OT value proposition during targeted marketing events
Build effective business relationship with OT and Industrial engineering Alliance and Channel Partners through understanding their organization, developing a business relation with senior management, identifying key decision-makers and understanding their business, strategy and directions
Focus on opportunities that support WALLIX OT strategy

Leadership:

Able to work horizontally across all function creating a shared compelling view of the OT business for WALLIX
Able to lead and coordinate project
Consultative selling skills to create large sized opportunities
Share and drive information about new potential accounts & projects with Channel and Sales Management for further analysis
Ability to educate the WALLIX leadership and influence their development in the OT world
Ability to set and achieve challenging targets for WALLIX
Take initiative in response to changing circumstances within the organization or markets
Report any information relative to competition or market trends, and new competitive product developments to the appropriate resources
Use CRM tools (e.g., Salesforce), optimizing activities by using SF intensively
Ensure the right level of business information exchanged within the organization
Keep skills and knowledge in all areas (technical and commercial) up to date

Interpersonal skills:

Collaborate with other Channel and Alliance Partners, Local Account Managers to define OT targets
Engage other WALLIX resources in the specific selling approach for OT area
Provide timely information to support effective management of the business to all levels
Excellent communication to foster an open environment
Identify key issues from information gathered
Demonstrate behaviour in accordance with WALLIX values: Audacity, Commitment, Team Spirit
Ability to motivate others

Core competencies:

Reporting to the international strategy team, a high degree of autonomy is expected
Oral fluency and ability to make impact face-to-face or in front of an audience
Ability to build global strategic partnerships within partners
Business and financial understanding
Growth mindset and approach
Collaboration & teamwork
German and English speaker (native German preferred)

Qualifications:

Technical degree or similar qualification
Prior minimum 4-6 years’ sales or pre-sales experience in OT Industrial engineering technology-based, project delivery organization
Proven ability in appropriate competencies and project pursuit (long term relationship)
Proven ability to achieve results

Why Join WALLIX?

A great team and a collaborative work environment.
Career growth opportunities: you evolve with us, and we evolve with you.
A "human-sized" company that places the integration and well-being of its employees at the heart of its concerns.

If you\'re up for this exciting challenge, get ready to embark on a thrilling adventure in the world of technology at WALLIX!

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WALLIX Group