Director, Business Development & Sales – Global Energy Oil & Gas and Petrochemical

By December 1, 2021 No Comments

About Xage

Xage is the first and only zero trust real-world security company. Powered by the Xage Fabric, the company’s Identity & Access Management (IAM), remote access and dynamic data security solutions allow customers to secure, manage and transform operations. With its distributed, scalable and easy-to-operate Fabric, Xage solves the complex digitization challenges of the real-world operations we rely on. Xage customers include leaders in manufacturing, energy O&G, utilities, Space, logistics and transportation.

About the role

Xage is looking for a Director Business Development and Sales to lead our Energy Oil, & Gas and Petrochemical businesses globally. The responsibilities of this role are to work with the industrial operators, partners and system integrators to build strategic advisor relationships and capture sales opportunities. Your focus will be on developing and driving specific end customer opportunities and revenue directly and through partners.

  • Customer Business Development:
    • Develop a pipeline of customer accounts in directly and in collaboration with GTM partners
    • Acquisition of customer accounts in specific industry verticals
    • Work with large industrial end-clients to bring them on as Xage clients, and work with the end-clients’ existing Systems Integrators to facilitate the adoption of Xage
    • Work with Xage marketing, product management and engineering to help forge the right client relationships, from first contact through delivery
    • Drive pricing and commercial terms with customers
    • Build success stories utilizing a consultative approach, leading to reference-able wins
    • Evangelize Xage, including Xage’s vision and approach at industry events
  • Partner Business Development:
    • Contribute to the Partner GTM plan including target customers, partners, and channels
    • Assist in recruiting partners as a part of overall partner business development
    • Build specific industry Go-To-Market and OEM relationships with partners
    • Technology enablement for partners with the help of the Xage product management and customer success teams
    • Strategy & execution of joint marketing events and activities with partners

About you

The successful candidate would have a proven track record of building revenue-generating customer relationships delivering ICS, IIoT, security and/or operations software products directly with customers and through partners:

  • Ability to build strong and actionable relationships in complex situations with multiple stakeholders, from C-suite to operational personnel
  • Strong deal-making and negotiating skills
  • Familiarity with and understanding of the industrial ecosystem across the territory
  • Entrepreneurial and high energy
  • Ability to work collaboratively with functional peers including Product Management, Customer Success and Marketing
  • Experience as a business development lead with a track record of meeting and exceeding assigned quotas in multiple contiguous years
  • Ability to comprehend and convey technical details
  • Experience managing global customers
  • Cybersecurity technology sales and business development experience is a plus
  • Experience in a start-up or entrepreneurial environment is a plus
  • 10+ years of relevant business development and sales experience
  • Willingness to travel up to 50% of the time
  • Excellent English written and verbal communications skills


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the whitepaper

The current model of enterprise security is incapable of protecting Industry 4.0 with its intermittently connected, heterogeneous devices and applications, distributed across organizations and geographies. Today’s centralized IT security paradigm needs to be replaced by cybersecurity that is distributed, flexible and adaptive.