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Account Manager - Operational Technology

ForeScout Technologies is seeking an experienced account management professional specializing in digital technology adoption for Operational Technology (OT) customers. In this role, you will be representing a leading technology organization that provides a solution for assessing and reducing organizations' cyber risk. As this role is a specialization within a larger sales organization, this role will serve as the Subject Matter Expert (SME) regarding ForeScout Technologies as a solution in the industrial space.
The ideal candidate will have worked either within industry or provided services directly to industrial customers in a prior role. The ideal candidate will also be technical in nature, with the ability to understand the technical differentiators of the ForeScout Technologies solution. The ideal candidate will have an understanding of both competitive and complimentary technical solutions present in the OT space, providing the ability to cement ForeScout's position within complex multi-vendor solutions. The ideal candidate will also establish and foster relationships with OT focused systems integrators, ensuring that ForeScout Technologies' value proposition is understood and represented by the organizations that are advising customers as well.
Ideal candidates will be experienced, organized, articulate, motivated, and creative, with a proven track record of success. ForeScout Technologies is a team-oriented environment, understanding that collaboration maximizes the success of our customers as well as the account management teams supporting them.
Responsibilities
Become engrained in system integrators' industrial programs, enabling success
Collaborate with Account Management Leadership to identify OT opportunities and risk
Collaborate with enterprise customers to progress the customer's OT initiatives within the customer organization itself
Collaborate with ForeScout Marketing around OT focused 'go to market' campaigns
Collaborate with ForeScout Marketing around OT focused collateral
Collaborate with Inside & Outside Account Management to qualify new opportunities with a primarily 'OT' focus
Collaborate with Inside & Outside Account Management to qualify OT expansion opportunities within existing accounts
Establish and foster long term OT focused customer relationships
Establish and foster long term OT focused system integrator relationships
Other duties as assigned focuses around driving the success of ForeScout Technologies in the OT space.
Participate in remote and onsite meetings to advance OT opportunities
Requirements
IN ADDITION TO STANDARD ACCOUNT MANAGER REQUIREMENTS
50% travel requirement
Active participation in the industrial community is a bonus
In-depth understanding of common OT risk management frameworks, standards, and regulatory compliance requirements
In-depth understanding of common OT security and operational practices
In-depth understanding of the current OT technology landscape
Proven record of success representing OT focused technology vendors (automation equipment, ICS security, industrial firewalls, industrial networking, industrial services, etc.)



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