Job DescriptionSenior Cyber and AI Sales Representative - [Remote]This position is responsible for developing and growing sales of Intertek's cybersecurity and AI assurance services within an assigned territory and market.
The primary focus of this role is growing Intertek's product and IoT cybersecurity business in the US and Canada, including regulatory compliance, independent testing, certification, penetration testing, and cybersecurity assurance services.
This is a senior individual-contributor role responsible for developing new business, building a strong sales pipeline, expanding strategic customer relationships, and achieving assigned order and revenue targets.
This position will spend at least 75% of the time outside of the office visiting clients, attending trade shows, etc.
ESSENTIAL JOB DUTIES AND RESPONSIBILITIESListed examples are illustrative and representative of the tasks required of this position and are not intended to be complete or exclusive. Duties may include the following:
- Develop and execute a sales strategy for Intertek's cybersecurity and AI assurance services across assigned accounts, industries, and territories.
- Build new customer relationships through targeted prospecting, networking, referrals, industry events, and strategic account development.
- Develop and maintain a qualified pipeline sufficient to meet or exceed assigned order and revenue targets.
- Sell cybersecurity services to product manufacturers, technology companies, industrial organizations, medical device companies, energy companies, consumer product manufacturers, and other organizations developing or deploying connected products.
- Lead consultative discussions with current and prospective customers to understand their products, technologies, regulatory obligations, cybersecurity risks, and business objectives.
- Present Intertek's capabilities and translate complex cybersecurity and AI requirements into clear customer needs, solutions, and value propositions.
- Work closely with Intertek laboratories, technical specialists, consultants, certification teams, and global sales teams to develop solutions that meet customer needs.
- Lead the development of proposals, quotations, scopes, pricing, and statements of work, and progress opportunities through negotiation and project award.
- Develop strategic account plans for priority customers and identify opportunities to expand relationships across business units, product lines, and geographic regions.
- Support customer presentations, webinars, workshops, conferences, trade shows, and targeted sales campaigns.
- Meet all activity targets and log activity into iConnect, as required.
- Prepare sales forecasts, account plans, and business-development updates as required.
- Perform other duties as required.
ESSENTIAL REQUIREMENTS AND QUALIFICATIONS - 5+ years of successful business-to-business sales experience in cybersecurity, product security, technical consulting, testing, certification, or related professional services.
- Demonstrated success developing new business, building qualified pipelines, and closing complex technical service opportunities.
- Practical working knowledge of key product and IoT cybersecurity regulations, standards, and market drivers, with the ability to independently lead early-stage customer discussions.
- Ability to engage credibly with technical and non-technical customer stakeholders.
- Ability to translate complex regulatory and technical requirements into clear commercial opportunities.
- Experience selling to product manufacturers, technology companies, industrial organizations, or other companies developing connected products.
- Strong consultative selling, prospecting, networking, account-development, and opportunity-qualification skills.
- Experience developing proposals, negotiating commercial terms, and progressing opportunities through complex sales cycles.
- Self-motivated and able to work independently while collaborating effectively with technical and globally distributed teams.
- Proficiency with Microsoft Outlook, Word, Excel, and PowerPoint.
- Bachelor's degree in cybersecurity, engineering, computer science, business, or a related discipline, or an equivalent combination of education and relevant professional experience.
- Valid driver's license.
- Physical dexterity/mobility to travel via car, airplane, and to perform all clerical functions inherent to the position
- Model Intertek's 10X Energies at all times within the work place, practicing business the right way
- Be aware of, and adhere to, safety practices and policies to ensure your own safety, as well as the safety of others who may be affected by your actions at work
- Ability to work in fast-paced, multi-tasking environment with shifting priorities and demanding deadlines
- Must be detailed-oriented and able to effectively prioritize and organize workload, with efficient time management
- Ability to communicate and interact effectively in verbal written and presentation formats
- Must possess the fundamental technical and administrative skills required to perform the job duties
- Must be customer focused and quality driven
- Ability to travel as business needs dictate
PREFERRED REQUIREMENTS AND QUALIFICATIONS - Previous experience working for a cybersecurity company, testing laboratory, TIC organization, certification body, product security consultancy, or regulatory advisory firm.
- Technical background in cybersecurity, software, engineering, product development, testing, certification, or regulatory compliance.
- Experience selling cybersecurity services to connected-product manufacturers.
- Knowledge of one or more of the following areas:
- EU Cyber Resilience Act
- Radio Equipment Directive cybersecurity requirements and EN 18031
- US Cyber Trust Mark
- IEC 62443
- Vulnerability assessment and penetration testing
- Embedded-device, cloud, API, mobile application, and network security testing
- Experience selling AI assurance, AI governance, AI testing, or AI-enabled product services.
- Experience managing both shorter-cycle testing projects and longer-cycle strategic assurance programs.
- Experience in one or more priority industries, including consumer products, medical devices, industrial automation, energy, information and communications technology, life safety, smart home, or other connected-product markets.
- Experience with CRM tools (MS Dynamics / SalesForce / other)
About the TeamThe Connected World team provides a complete range of services that allow clients to launch secure IoT products including cybersecurity assessments, network and product security certifications, software, wireless device and interoperability testing, and assurance services. With solutions to help clients rapidly launch secure, effective, high-performing products that meet global regulatory requirements, the team helps bring cutting-edge technology to market quickly with assurance of safety/security, quality, and performance.
