As a Cyber Security Technical Sales Manager (Overlay Role) for the Maritime sector, you will provide specialized technical expertise in cybersecurity solutions, working alongside account managers to support complex sales processes. In this role, you will focus on helping maritime clients (such as ship owners, Ship Managers) identify cybersecurity risks and design solutions tailored to their specific operational and regulatory needs. You will play a vital role in bridging the gap between technical teams and sales, ensuring clients receive the best possible cybersecurity solutions.
This overlay position requires a collaborative approach, as you will work closely with account managers throughout the sales lifecycle to secure new clients and strengthen relationships with existing ones by offering in-depth technical consultation.
Key Responsibilities:
1) Collaboration with Account Managers is key:
- Partner with account managers to identify client needs and offer technical expertise during sales engagements.
- Support account managers in creating and executing account plans with a focus on cybersecurity offerings for the maritime sector.
- Deliver Cybersecurity proposals to the account managers that meet customer requirements in coordination with the technical teams.
2) Technical Expertise & Solution Design is required:
- Provide deep technical knowledge of cybersecurity solutions and managed services, including security assessments ( such as GRC, PenTest), SOC Services, network security, endpoint protection, cloud security, and maritime-specific IT/OT systems in addition
- Assist in designing customized cybersecurity solutions combining people, process and technologies for maritime clients, ensuring compliance with industry regulations (e.g., IMO 2021, NIS 2, IACS UR E26/27).
3) Sales Enablement & Support:
- Equip account managers with the necessary technical information and tools to effectively communicate cybersecurity solutions to maritime clients.
- Collaborate with marketing and product teams to develop technical sales materials (presentations, case studies, product specs) that support sales efforts.
- Prepare and deliver technical product demos, workshops, and presentations for prospective and existing clients.
4) Client Engagement & Relationship Building:
- Serve as the technical point of contact for maritime clients, offering guidance throughout the sales process and after solution deployment.
- Build strong relationships with client technical teams (CISOs, IT managers) and act as a trusted advisor for their cybersecurity needs.
- Ensure that proposed solutions align with client operational goals and regulatory requirements.
5) Cross-Functional Coordination:
- Work closely with internal teams (product development, technical support, cybersecurity experts) to ensure proposed solutions meet client needs.
- Collaborate with pre-sales and post-sales technical teams to ensure smooth implementation of cybersecurity solutions for maritime clients.
6) Market Intelligence & Continuous Learning:
- Stay informed of the latest cybersecurity threats, regulatory changes, and technological advances impacting the maritime industry.
- Share insights with account managers and broader teams to refine sales strategies and product offerings.
7) Reporting & Metrics:
- Provide regular updates to sales leadership on the technical status of accounts, solution proposals, and ongoing opportunities.
- Monitor and report on the technical success of cybersecurity deployments in client environments.
Key Performance Indicators (KPIs):
1) Collaboration and Sales Effectiveness:
- Sales Orders Closed: Track and achieve the number of sales orders closed in partnership with account managers, , indicating success in the sales pipeline.
- Revenue Generation: Monitor total revenue generated from cybersecurity solutions, with specific targets for quarterly, and annual revenue from the maritime sector.
2) Technical Sales Success:
- Number of technical assessments and solution designs completed for maritime clients.
- Number of product demos and presentations delivered to prospective clients.
3) Training & Knowledge Sharing:
- Number of internal and external training sessions or technical workshops conducted to enhance product knowledge.
- Feedback from account managers and clients on the value of technical input during the sales process.
4) Product Expertise & Continuous Learning:
- Staying up-to-date with the latest cybersecurity trends and technologies in the maritime sector.
- Number of certifications or continued education credits achieved annually in cybersecurity.
Qualifications:
- Bachelor’s degree in Computer Science, Information Technology, Engineering, or related field.
- 10+ years of experience in technical sales, cybersecurity, or solution engineering, with a focus on maritime or critical infrastructure industries.
- Strong knowledge of cybersecurity frameworks, compliance regulations (IMO 2021, ISPS), and maritime IT/OT systems.
- Proven ability to collaborate effectively with account managers and sales teams to close complex deals.
- Excellent communication and presentation skills with the ability to explain technical concepts to both technical and non-technical stakeholders.
- Ability to travel for client visits and industry events as required.
In this overlay role, the Cyber Security Technical Sales Manager will provide the technical depth needed to support account managers, delivering specialized expertise that ensures the successful design and deployment of cybersecurity solutions in the maritime sector.
