Director OT Cybersecurity Sales

At Jacobs, we're challenging today to reinvent tomorrow by solving the world's most critical problems for thriving cities, resilient environments, mission-critical outcomes, operational advancement, scientific discovery and cutting-edge manufacturing, turning abstract ideas into realities that transform the world for good.

Your impact:

Are you a recognized sales leader in industrial cybersecurity? Your record of major sales wins and passion for driving high-impact and sustainable growth will be instrumental to the Director, OT Cybersecurity Sales role in our OT Cybersecurity portfolio. The OT cybersecurity portfolio is one of four core capability areas within the Jacobs Digital & Data Business Unit. In this role, you will be responsible for identifying and winning the portfolio's largest deals. You will interface directly with clients to communicate substantiative technical offerings and take opportunity pursuits from inception to award. You will work with Jacobs leaders across the company to understand their market specific OT and cybersecurity needs and develop sales strategies to deliver integrated solutions. And you will work with the OT cybersecurity leadership team to catalogue and crystallize its offerings for public marketing and novel sales solutions that differentiates Jacobs industrial cyber practice in the market.

As the Director OT Cybersecurity Sales within our OT Cyber Security portfolio, you will be responsible for identifying and winning the portfolio's largest cybersecurity sales pursuits. You will put together opportunity pursuit plans and progress opportunities through all phases of the sales lifecycle in line with the Jacobs Relationship Based Sales (RBS) process. The candidate will leverage their knowledge of OT cybersecurity industry clients, partners, and technologies to formulate highly technical sales propositions and convert them into high value contract awards. The candidate will be responsible for delivering pipeline development and contract award targets that drive significant new business growth in one of the leading OT cybersecurity businesses in the United States. The candidate will be comfortable working in a highly matrixed organization drawing on client relationships and technical expertise from different business units and geographies resulting in large scale, multi-capability value propositions that drive significant growth.

This position will report to the Senior Vice President - Sales within our Digital and Data Business Unit and can be remote / hybrid aligned to any Jacobs office based in the US.

Responsibilities:

• Development of ambitious pipeline development targets that drive continuous bid and win cycles and deliver the new business plan objectives for FY26
• Deliver ambitious contract award targets consistent with new business plan objectives for FY26
• Manage 2-3 major opportunities concurrently taking them from opportunity inception to close
• Development of OT cybersecurity value propositions that leverage past performance, key personnel, and portfolio capabilities to drive major new growth opportunities
• Work with Jacobs proposal teams to architect winning proposals with strong value propositions, feasible pricing, and past performance.
• Attend conferences and internal Jacobs events in order to identify major sales opportunities
• Work with business unit and market leadership teams within Jacobs to understand applicable sales channels and ways to deliver integrated sales
• Market research on external OT cyber market sectors and areas of opportunity and develop strategic plans for pursuit
• Work with strategic technology partners to identify novel sales opportunities using partner technology and Jacobs sales channel

Here's what you'll need:

• Bachelor's Degree and 8+ years of relevant sales experience required
• Demonstrated track record of multi-million-dollar contract award wins in cybersecurity market
• Understanding of pipeline management and CRM system with ability to develop sufficient pipeline to meet full year new business targets
• Highly motivated, self-starter with the ability to identify and win high impact new business opportunities as an individual contributor
• Strong technical understanding of OT cybersecurity market dynamics with the ability to take complex Jacobs OT cybersecurity capabilities and apply them to client challenges
• Strong understanding of key concepts such as the Purdue Model and OT standards such as ISA62443, NIST 800-53 and 800-82 and other industry specific OT cybersecurity frameworks.
• Strong technical understanding of Industrial Controls Systems including SCADA, DCS, PLCs, HMI, and Historians working knowledge of industrial process engineering strongly preferred
• Ability to co-create end-to-end control systems and OT cybersecurity solutions working with Jacobs Instrumentation and Controls (I&C) team across sectors such as water, transportation and data centers.
• Extensive leadership experience in strategy creation and implementation
• Relationships focused, resilient and adaptable with egoless desire to partner with other business units and find win-win solutions that involve extensive collaboration
• Strong public speaking skills with ability to effectively convey value propositions to clients and in public settings such as conferences
• Willingness to travel to customer sites (25%)

Ideally you will also have:

• Strong understanding of CRM/SalesForce
• Strong sales lifecycle process experience (capture/solution architecture/proposals)
• Hands on experience with industrial control systems (ICS) and OT infrastructure
• DoD Clearance

Our health and welfare benefits are designed to invest in you, and in the things you care about. Your health. Your well-being. Your security. Your future. Employees have access to medical, dental, vision, and basic life insurance, a 401(k) plan, and the ability to purchase company stock at a discount. Eligible employees may also enroll in a deferred compensation plan or the Executive Deferral Plan. Jacobs has an unlimited U.S. Personalized Paid Time Off (PPTO) policy for full-time salaried/exempt employees, seven paid holidays, one floating holiday, and caregiver leave. And certain roles may be eligible for additional rewards, including merit increases, performance discretionary bonus, and stock.

The base salary range for this position is $150,000.00 to $225,000.00. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.

We value collaboration and believe that in-person interactions are crucial for both our culture and client delivery. We empower employees with our hybrid working policy, allowing them to split their work week between Jacobs offices/projects and remote locations enabling them to deliver their best work.

Your application experience is important to us, and we're keen to adapt to make every interaction even better. If you require further support or reasonable adjustments with regards to the recruitment process (for example, you require the application form in a different format), please contact the team.

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