OT Sales Specialist



Sales & Business Development
Munich, Germany
Posted on Thursday, February 1, 2024

Founded by mathematicians and cyber defense experts in 2013, Darktrace is a global leader in cyber security AI, delivering complete AI-powered solutions in its mission to free the world of cyber disruption. We protect more than 8,400 customers from the world’s most complex threats, including ransomware, cloud, and SaaS attacks.

Our roots lie deep in innovation. The Darktrace AI Research Centre based in Cambridge, UK, has conducted research establishing new thresholds in cyber security, with technology innovations backed by over 130 patents and pending applications. The company’s European R&D center is located in The Hague, Netherlands.

Headquartered in Cambridge, UK, Darktrace has more than 2,400 employees located globally. Customers include public sector agencies, education institutions, media, organizations supplying critical infrastructure, and businesses of all sizes worldwide.

This is an excellent opportunity to join a fast-growing company, named one of TIME magazine’s “Most Influential Companies” for 2021 and one of Fast Company’s “Most Innovative AI Companies” in 2022. For more information on our cutting-edge technology, visit darktrace.com.

As an (OT/ICS) Operational Technology / Industrial Control System sale overlay you will sell and support the sale of OT solutions to both new and existing customers. Selling will be conducted across a mix of direct new business as well as upsell.

You will present the customer with solutions through strategic selling, negotiation, and management of client relationships. Working as a Darktrace OT Sales Specialist you will be in a fast-paced, innovative environment, you will be empowered to sell OT solutions as an overlay Product Specialist working closely with pre-sales support and the wider Strategic Account Executive team.

Day to day you will:

  • Support the entire sales cycle, collaborating with pre-sales and account executives, demonstrating our cutting-edge threat defense solutions,
  • Present and demonstrate Darktrace cyber threat defense solutions to CISOs and information security experts,
  • Identify and build strong relationships with key stakeholders at C-level,
  • Establish and work with partners,
  • Provide input on marketing and product development strategy for OT,
  • Attend and speak at marketing events and security conferences.

Candidate requirements:

It is likely that the successful candidate will currently be selling or supporting the sale in a technical or subject matter expert capacity of complex technology or security solutions into large critical infrastructure or industrial opportunities, and now be seeking a specialist overlay position. Your experience and skills might include:

  • Currently selling technology solutions at an Enterprise level to Critical Infrastructure or industrial clients,
  • Have closing experience
  • Confidence working with and speaking to industrial control systems and operational technologies including DCS, Scada, BMS and PLC, RTU, HMI devices.
  • Have strong contacts with channel partners and OEMs.
  • Confident and polished communicator who can build strong and lasting working relationships.
  • Strong project management and leadership skills
  • Are motivated by generous uncapped commission and seeking a target-driven environment,
  • Ability to operate both strategically to drive change and improvement, and tactically to deliver sales results,
  • Experience in a high-growth business environment or start-up.

This role is hybrid with 2 days a week in the Munich office, some national and international travel might be required.