We are seeking our OT Field Business Developer… Are you up to the challenge? This position will cover the DACH region, reporting directly to the global OT Business Strategic leader.

The OT Field Business Developer is responsible for both Industrial Engineering business development and Channel/Alliance Partnerships. It’s essential for them to have a strong understanding of OT processes and product line business liaison with WALLIX OT offerings to differentiate, develop, and support opportunities. This role involves significant communication and collaboration with WALLIX local sales activities to identify, support, and close specific projects as part of larger project pursuit teams. You will engage with Industrial Engineering Channel targets (ABB, Schneider, Rockwell, Siemens, Emerson, Yokogawa, …).

The position is based in our offices in Munich or Home Office from other cities in Germany.

• Responsible for achieving and exceeding the annual sales target through the maximization of business and project opportunities,

• Lead and coordinate WALLIX resources’ efforts to win qualified projects,

• Coordinate, where necessary, with sales and product resources, initiatives, and activities,

• Support the development and 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 organizations to influence the market,

• Pitch OT value proposition during targeted marketing events,

• Build effective business relationships with OT and Industrial Engineering Alliance and Channel Partners by 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.

Required:

• Self-starter with a minimum of 2 years of experience in Channel Management within the Cybersecurity industry, particularly with a strong focus on OT;

• Proven ability to understand and articulate the unique aspects of OT in cybersecurity strategies;

• Expertise in nurturing partner relationships and a robust ability to manage partner dynamics in both IT and OT contexts;

• Creative approach to independently managing and growing partner engagements;

• Deep passion for Cybersecurity with a specific ability to articulate the criticality of security in IT and OT environments;

• Willingness to travel across the region as frequently required for partner meetings, and occasionally to HQ or other WALLIX locations;

• Competence in conducting Quarterly Business Reviews (QBRs) with Partners, with a nuanced approach for IT and OT markets;

• Proficiency in SFDC, along with overall MS Office tools;

• German native-speaker, Fluent English; knowledge of French would be an advantage.

Desired:

• Experience in Account Management with a strong OT component;

• Comprehensive understanding of the Cybersecurity ecosystem, including specific challenges faced by CIOs and CISOs in the OT sector;

• Previous experience working for a leading Cybersecurity Vendor with emphasis on OT solutions;

• Knowledge of both IT and OT markets in the DACH region and associated Channel and MSP partners.