Careers

Regional Sales Manager

San Francisco, California, United States


Summary 

The Senior Sales Executive, Online Applications & E-Security will work independently within the Western US territory to create and execute their territory business plan to identify, prospect develop and close qualified opportunities.

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 

Profile 

  • 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

The ideal candidate will be a self-motivated and goal-oriented strategic thinker with excellent organizational and time-management skills and a sense of urgency who faces challenges with a positive attitude

Why OneSpan

OneSpan offers the best of both worlds – a solid foundation that only an established global enterprise can provide, with the energy and creativity of an innovative start-up. In every role at OneSpan, you’ll contribute to the success of the most advanced security and e-signature technologies, and have opportunities to grow. You’ll continue your hands-on education through formal training and informal programs.