Santa Clara, CA27 days ago
Strong understanding of regulatory compliance and cybersecurity frameworks and their implications for the Energy & Utilities sector, including but not limited to: NERC CIP (Critical Infrastructure Protection), NIS2 Directive (EU Network and Information Security), IEC 62443 (Industrial Automation and Control Systems Security), ISO 27001/27002 (Information Security Management), NIST Cybersecurity Framework, FERC regulations, UK National Grid Cyber Security Strategy, Australia''s Security of Critical Infrastructure (SOCI) Act, Singapore''s Cybersecurity Act, and other regional critical infrastructure protection and operational technology (OT) security requirements. Sales Oriented Pipeline Progression - Partner with account executives and their teams to progress pipeline by infusing industry expertise (solution, messaging, etc.) into account strategy, forming relationships with key buying center executives, and helping shorten deal lifecycles by helping the team highlight the business value and competitive differentiators.