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Jacobs Sales Strategy Lead - Operational Technology (OT) Cybersecurity in Reston, Virginia

Sales Strategy Lead - Operational Technology (OT) Cybersecurity



Directs, plans, and implements sales, pricing,and/or sales support strategies in alignment with the Aerospace, Technology,and Nuclear (ATN) business plan.


Our Aerospace, Technology and Nuclear (ATN) line ofbusiness has an immediate need for a Sales Strategy Lead for our OperationalTechnology (OT) Cybersecurity pipeline. This position reports to the ATN Growthand Sales Strategy Director for Cyber and partners with operations leaders toprofitably grow Jacobs’ OT cybersecurity business with a focus on IndustrialControl Systems (ICS), Internet of Things (IoT), and Industrial Internet ofThings (IIoT) embedded within client operations across the commercial sector.The core function of this position is to direct, plan, and implement sales,pricing, and/or sales support strategies in alignment with the ATN businessplan.

Core Duties and Responsibilities

  • Develops,nurtures, and manages OT cybersecurity sales pipeline to meet growthobjectives. Maintains sales forecasts and partners with senior leadership todetermine pipeline requirements for sustained organizational growth.

  • Conductsresearch and analysis of business opportunities within identified targetmarket(s).

  • Developsbusiness plans and strategies and evaluates results.

  • Providessenior leadership, critical subject matter expertise, or unique qualificationskey to sales initiatives and frequently serves as the final authority in fieldof specialty. Applies technical proficiency to drive thought leadership inpublic forums with business and technical leaders through selected speakingengagements and involvement in key industry events.

  • Partnerswith operational SMEs to research and drive new security solutions forpre-sales engineering to address client challenges. Maintains richunderstanding of threat landscape of network-connected OT technologies.

  • Generatesover 50% of new business through collaboration with Jacobs' Buildings,Infrastructure, and Advanced Facilities (BIAF) line of business and cultivationof cross-selling opportunities with existing accounts, working closely withClient Account Managers and delivery managers to effectively manage customerrelationships, business outcomes, and affect sales.

  • Assessescompetition and potential markets by analyzing growth strategies.

  • Mayserve as capture manager with responsibility for capture strategy, proposalpreparation, submittal, and/or implementation upon award. Effectively engageswith operational and sales resources, channel management, and marketing todevelop and deliver requisite sales products.

  • Createsor approves value propositions that enhance Jacobs’ competitive position andachieve client objectives.

  • Generatesand fosters positive client relationships, including developing and executing afocused Client Engagement Plan.

  • Recommends,reviews, and approves policies and procedures for area of responsibility and/orapplication across ATN.

  • Providesprofessional and technically sound programs that accomplish work objectives,satisfy clients’ requirements, and fall within overall constraints forresources.

  • Mayserve as an advisor on major projects and programs.

  • Servesas an official company representative to clients.

  • Leadsimplementation of quality, safety, and BeyondZero program in area ofresponsibility to promote an incident- and injury-free culture.


  • Educationand Experience: BS/BA degree and eight (8) years related experience, of whichat least three (3) years attributed to extensive OT consulting and technicalfield services sales. Possession of Certified Information Systems SecurityProfessional (CISSP), Global Industrial Cyber Security Professional (GICSP), orrelated cybersecurity certification is strongly desired.

  • Technical:Capability in Microsoft Office Suite and Salesforce. Demonstrated leadershipskills as evidenced by prior supervisory experience.

  • Language:Excellent verbal and written communication skills in English (and otherlanguages, as applicable).

  • Other:Work may be required after hours and on weekends, and sometimes on shortnotice. Must be willing and able to travel up to 75%.

Essential Functions

Physical Requirements of Position: Work may involve sitting or standing for extendedperiods of time. Position may require filing, typing, and reading from acomputer screen. Must have sufficient mobility, included but not limited to:bending, reaching, turning, and kneeling to complete daily duties in a timelyand efficient manner. There is a possibility that due to parking availability andlocation of work, walking moderate to long distances may be required.

Work Environment : Generally an office environment but can involve inside oroutside work depending on task. An inside environment may be a cubicle(considerations: close quarters, low to moderate noise, bright or dimlighting). Outside work may include various environmental conditions includingwarm and cold climates. Needs to be able to work well with co-workers,customer, and all levels of management. No hazards on job or unusualenvironmental conditions.

Equipment and Machines : Ability to operate office equipment such as a personal computer,printer, copy machine, telephone, fax machine and other equipment includingdesk supplies and other work-related tools as required.

Attendance: Regular hours will be Monday – Friday 8:00am – 5:00pm. Regularattendance of scheduled hours is extremely important, but not critical, exceptfor deadlines and meetings. Punctuality and regular attendance are necessary tomeet deadlines. Must exhibit flexibility of work hours to adjust to surgesituations based on critical mission requirements. With exception of approvedleave and holidays, attendance is mandatory. The QM shall be on-site during theGovernment's regular working hours and shall be available on-site within twohours after the Government's request after regular hours. Overtime may berequired. Position or alternate shall be available on-site within one hour ofcustomer's request.

Other Essential Functions: Mustdemonstrate professional behavior at all times when dealing with customers,management, and co-workers. Must have clear, concise, and accuratecommunications skills in English, both verbal and written. Grooming and dressmust be appropriate for the position and must not impose a safety risk toemployees or others. Must maintain a positive work atmosphere by behaving andcommunicating in a professional manner. Independent personal transportation tooffice or work site is required. Travel to and from customer’s locations andthe test fields may be required to support projects. This may involve airlinetravel. In some cases, accommodations can possibly be made for POV, ifnecessary. When operating any vehicle for work purposes, must wear seat beltand in addition, no cellular devices are to be used when vehicle is in motion.Must take and pass a drug test and background check. Must put forward aprofessional behavior that enhances productivity and promotes teamwork andcooperation. Must be able to communicate effectively, both verbally and inwriting. Must be able to interface effectively with individuals at all levelsof the organization. Must be willing to travel as needed.

Jacobs is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status or other characteristics protected by law. Jacobs is a drug-free workplace.

Job Business Development/Sales/Marketing

Primary Location United States-Virginia-Reston-20314-CORP-02

Job Type Experienced

Travel Yes, 75 % of the Time

Req ID: ATE0004LO