OneSpan is looking or a Regional Sales Manager to work independently within the TOLA/Mount territories to create and execute the territory business plan to identify, prospect develop and close qualified opportunities.

Job Duties and Responsibilities:

New Business Development (60%)

• Establish new business opportunities with online application providers and enterprises in vertical markets, which include online gaming applications, strategic integration targets and key Fortune 500 companies
• Create new OEM partnerships to expand OneSpan’s footprint in targeted verticals
• Manage a pipeline of at least 10-15 $100K+ opportunities every year
• Maintain a strong and qualified monthly, quarterly, and yearly pipeline funnel, with revenue on average 5 x annual quota
• 3-5 qualified new business meetings per week
• Collaborate with Marketing to drive prospects and customers to marketing events
• Research and cold-call new prospects
• Prepare content and conduct webinars to generate leads and build OneSpan’s brand as a security expert
• Lead negotiations between OneSpan and potential customers and collaborate with Contracts and Compliance in drafting contract

Account Management (20%) 

• Grow existing business by 25% year over year
• Introduce new product offerings and discuss future offerings with partners
• Penetrate and grow existing customer base by cross-selling and up-selling to increase revenue opportunities
• Ensure prompt and effective service delivery by OneSpan Customer Support

 
Territory planning and review (10%) 

• Analyze and review metrics on existing partnerships and identify new opportunities
• Identify and target new strategic partnership prospects
• Set goals and strategies for each existing partnership as well as new prospect
• Manage and maintain an accurate pipeline and forecast in Salesforce.com on a weekly basis

 Thought leadership (10%) 

• Provide ongoing advice and consultation to customers and prospects on best practices to secure users across different platforms related to online applications, as well as across enterprises Identify and attend industry roundtables, tradeshows, conferences, and other industry events to develop business opportunities and to get recognized as a go-to-expert on banking security
• Apprise customers on new regulations and compliance matters around user security
• Participate in public speaking engagements to build OneSpan’s brand and reputation as a leader in strong authentication for online applications and enterprises 

Requirements: 

• 5+ years of experience selling software solutions in a quota carrying position
• Security Software Sales experience preferred, technical background in security is a plus
• Professionally trained in Sales Principles, Process and Techniques
• Ability to travel within North American territory to visit partners, attend tradeshows, trade conferences and partner events etc., at times on short notice, 30-50% of time
• Salesforce.com proficiency is a plus
• BA/BS degree preferred but at minimum high school diploma or equivalent is required for employment
• Proven track record of exceeding multi-million dollar quotas
• Ability to work independently and remotely from home office