Regional Sales Manager (Defence)

The Position

The Regional Sales Manager for France is a significant driver of company revenue and growth in one of Europe's most strategically important markets. Your responsibilities will include mastering the OPSWAT technology portfolio, developing and executing strategic account plans, and targeting deployments of our cybersecurity platforms and solutions across key French sectors — with a particular focus on the defence and military markets.

You will build the right relationships inside target accounts, know how to leverage company resources to the fullest, and negotiate and close new business. The ideal candidate will have a proven track record in enterprise sales within the French defence, military, or critical infrastructure ecosystem, with a deep understanding of how procurement, compliance, and security decisions are made within these environments. Experience selling into the Direction Générale de l'Armement (DGA), Ministère des Armées, or to Tier-1 French defence primes and integrators is highly valued. Candidates with data diode or critical infrastructure sales experience are given strong preference.

French language fluency is essential; professional English is required.

What You Will Be Doing

• Strategically target business opportunities that leverage high-value use cases within the French defence, military, and critical infrastructure verticals
• Develop and execute sales strategies and tactics to sell OPSWAT products, solutions, and services to exceed your sales quotas
• Communicate value propositions to clients that speak directly to their operational, compliance, and security requirements — including those governed by French and NATO security frameworks
• Utilise client-centric, solutions-oriented selling strategies and a hunter's mentality to identify, qualify, and convert enterprise sales opportunities
• Effectively articulate financial ROI/TCO (Total Cost of Ownership) value, and build value throughout the negotiation process
• Navigate complex procurement processes, including those specific to French public sector and defence contracting
• Maintain extensive account and opportunity detail in Salesforce CRM (Customer Relationship Management), including account win plans, customer touch points, sales inhibitors, etc.
• Forecast and report revenue projections accurately to management
• Overachieve on annual quota, measured quarterly

What We Need from You

• A minimum of five years successfully selling technology products and solutions, with demonstrable experience selling into the French defence, military, or government sectors
• Established relationships within the French defence and military ecosystem — including knowledge of key integrators, procurement frameworks (marchés publics, DGA processes), and relevant security classifications
• A successful track record selling complex solutions directly to enterprise and public sector customers and through Channel/SI Partners
• Familiarity with French and EU cybersecurity regulations relevant to defence and critical infrastructure, such as those governed by ANSSI (Agence nationale de la sécurité des systèmes d'information)
• Bachelor's degree, preferably in a technical discipline, or equivalent experience
• Persuasive communicator with excellent negotiation and presentation skills, comfortable engaging both technology-oriented audiences and senior executives at the C-level — in French and English
• A demonstrated ability to uncover, qualify, develop, and close new accounts through a mix of strategic and proactive activity
• Ability to set goals, prioritise tasks, and achieve results with minimal oversight in a sometimes ambiguous environment
• A fundamental understanding of cybersecurity threats, solutions, and security tools — particularly in OT (Operational Technology) and critical infrastructure contexts
• Excellent time management skills and the ability to work with high levels of autonomy and self-direction
• Highly competitive, adaptable, and motivated by exceeding sales goals
• Ability to travel as necessary across France and to company meetings
• Possession of, or eligibility for, relevant French security clearances is a strong advantage
• Highly ethical and professional personal conduct